Account Executive, Enterprise, Benelux and Nordics

Job title: Account Executive, Enterprise, Benelux and Nordics

About the Role

As an Account Executive, Enterprise, you’ll be responsible for deeply understanding your customers across the Benelux and Nordics Public Sector — how they leverage Atlassian’s suite for portfolio delivery, DevOps productivity, ITSM/ESM, knowledge management, and secure collaboration. You’ll nurture and grow existing relationships while building new ones, collaborating with internal teams, Channel Partners, Solution Partners, Product Specialists, Solution Engineers, and hyperscalers to ensure customer success.

What You'll Do

• Develop and implement strategic Account and Territory plans to maximise expansion opportunities across Atlassian’s product portfolio, with a focus on advancing cloud migrations, driving adoption of Jira Service Management, Atlassian Guard, and Rovo, and positioning Atlassian’s System of Work in a government context

• Identify and qualify leads, build relationships with decision makers — including Digital leaders, CIOs, CDOs, and senior civil servants across national, regional, and municipal government — understand customer needs, deliver sales presentations, negotiate contracts, and close deals

• Develop C-level and senior executive relationships across your accounts

• Act as the customer account lead, setting direction and guiding orchestration for all cross-functional teams engaging with your customers on their Atlassian journey

• Navigate EU and national public procurement frameworks — including EU public procurement directives, Dutch tendering rules, and Nordic e-procurement channels — as well as government spend controls, to position Atlassian for framework listings and direct awards

• Serve as a critical liaison between Atlassian’s product and engineering executives and government customers, helping shape roadmap direction on sovereignty, data residency, compliance, and AI adoption

• Provide accurate forecasting, account planning, and pipeline reporting to management

• Run strategy plays to identify opportunities and build long-term relationships across complex sales cycles

• Travel to meet clients and attend industry events across the Benelux and Nordics

• What We're Looking For

• 8+ years of quota-carrying enterprise software sales experience, with a strong focus on public sector / public services accounts in the Netherlands (central, regional, and local government, health, or public agencies). Experience across the Nordics (Sweden, Denmark, Norway, Finland) is a strong plus

• Strong relationships with Dutch government bodies and public services organisations, and ideally Nordic public sector counterparts, plus Systems Integrators and approved public sector resellers

• Deep knowledge of EU and national public procurement frameworks and routes to market — including EU procurement directives, the Dutch Aanbestedingswet and TenderNed, and Nordic public tendering and e-procurement systems

• Experience navigating government digital and service standards, cloud security guidance, and secure-by-design requirements relevant to Dutch and EU public sector

• Understanding of EU and national data classification regimes and how cloud platforms can be positioned across classification tiers

• Proven track record of exceeding performance targets and growing enterprise accounts

• Experience engaging C-level and senior public sector stakeholders with a consultative, relationship-oriented approach

• Know how to create alignment and orchestrate internal account teams across a matrix organisation

• Experience using CRM, pipeline management, and analytics tools

• Fluency in Dutch and English is required; a Nordic language is a plus

• You have a learner mindset and contribute to team culture in a positive, impactful way

• Nice to Have

• Experience transitioning government customers from on-premise Data Centre deployments to commercial Cloud or sovereign/isolated cloud solutions

• Understanding of EU and Dutch data sovereignty, residency, and jurisdictional requirements

• Eligibility to obtain any security screening or clearance required by Dutch or EU public sector customers