West Coast - ServiceCollection Solution Sales Executive

About Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. We can hire people in any country where we have a legal entity.

Responsibilities

• Expert Product Selling: Act as a knowledge leader in ITSM and ESM industry trends to inform sales strategies and the positioning of Jira Service Management within the broader Atlassian platform.
• Own End-to-End JSM Sales Motions: Lead the full sales cycle for JSM-focused opportunities in your territory—from prospecting and discovery through solution design, business case, negotiations, and close.
• Sales Strategy Development: Collaborate with Account Executives, Account Managers, and Sales Development to develop and execute territory and account strategies that drive net new revenue and expansion across Enterprise accounts.
• Customer Engagement & Value Selling: Engage with customers to deeply understand their business drivers, service management pain points, and transformation priorities. Build compelling value hypotheses and ROI cases that connect JSM to measurable outcomes (e.g., MTTR, change failure rate, agent productivity, cost per ticket).
• Competitive Takeouts & Cloud Migrations: Lead competitive campaigns against incumbent ITSM vendors (e.g., ServiceNow, BMC, Ivanti) and drive cloud-first motions, including migrations from Jira Service Management Data Center to Cloud.
• Cross-Functional Collaboration: Partner closely with Solution Engineers, Customer Success, Marketing, and our Partner Ecosystem to align on plays, run co-selling motions, and ensure successful customer adoption and expansion.
• Forecasting & Pipeline Management: Build, manage, and accurately forecast a robust pipeline in your territory, applying MEDDPICC (or similar value-based methodology) to drive deal progression and predictability.
• Field & Product Feedback Loop: Act as the voice of the customer to internal stakeholders, sharing insights on product gaps, competitive dynamics, and market trends to help shape Atlassian’s JSM roadmap and go-to-market strategy.

Pay

Atlassian follows consistent hiring practices and accounts for each candidate's skills, knowledge, and experience when setting base pay within the range. This role may also be eligible for benefits, bonuses, commissions, and equity.

In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

• Zone A: $148,994 - $194,519
• Zone B: $134,094 - $175,067
• Zone C: $123,665 - $161,451

Please confirm the zone for your specific location with your recruiter. For more information on pay zones, visit go.atlassian.com/payzones.

Benefits

Atlassian offers a wide range of perks and benefits designed to support you, your family, and your local community. Our offerings include health and wellbeing resources, paid volunteer days, and more. To learn more, visit go.atlassian.com/perksandbenefits.