Account Executive, Enterprise New Logo, Iberia/Italy

Job title: Account Executive, Enterprise New Logo, Iberia/Italy

About the Role This is a remote, field sales role focused on Enterprise New Logo growth in Iberia and Italy, with UK-based selection for a remote, distributed-first Atlassian culture. The role aims to drive revenue growth by building strategic relationships and delivering tailored Atlassian solutions.

What You'll Do

• Develop and execute named Account and Territory plans focused on acquiring net new logos, penetrating greenfield accounts, and landing initial Atlassian footprints across a wide portfolio of products.
• Build and execute strategic sales plans to generate and convert net new pipeline and to achieve company sales goals and targets.
• Identify, qualify, and pursue net new prospects by researching target accounts, engaging key decision makers, delivering compelling sales presentations, navigating complex procurement processes, negotiating contracts, and closing deals.
• Build relationships with C-level and executive stakeholders at target accounts, establishing Atlassian as a strategic partner from the first engagement.
• Deeply understand prospect pain points and business challenges, proposing tailored Atlassian solutions - including JSM/ITSM displacement opportunities and expansion into non-IT functions (HR/People Ops, Marketing) - to win new business.
• Collaborate cross-functionally with Channel, SEs, Marketing, and Sales Development to build coordinated pursuit strategies, execute GTM plays, and accelerate new logo acquisition.
• Lead contract negotiations and pricing discussions to close initial agreements and set the foundation for long-term account growth.
• Maintain disciplined pipeline hygiene and accurate forecasting, providing weekly deal updates and forecast submissions aligned with the team's operating rhythm.
• Stay current on industry trends, competitive landscape, and incumbent platforms to sharpen displacement messaging and maintain a competitive edge.
• Travel to meet prospects and attend industry events to build pipeline and accelerate deal cycles.
• Build and own territory strategies for designated named accounts, identifying whitespace and prioritising high-potential new logo pursuits.
• Serve as the primary Atlassian point of contact for net new prospects, owning the relationship from initial outreach through close.
• Run repeatable GTM plays to identify and qualify new opportunities, leveraging playbook-driven motions to build a predictable pipeline engine.
• Navigate complex, multi-stakeholder sales cycles, partnering with Channel and cross-functional teams to execute coordinated strategies for landing new enterprise accounts.

What We're Looking For

• 6+ years of quota-carrying Enterprise Software Sales experience, with a strong emphasis on new business acquisition and hunting net new logos in Italy, Spain and Portugal.
• Fluency in English and Spanish or Italian.
• Proven track record of building pipeline from scratch in greenfield or under-penetrated territories, consistently generating over 4x of quota in piped opportunities.
• Experience engaging and building C-level and executive relationships at prospective accounts, earning trust and credibility from the first interaction.
• Experience orchestrating cross-functional pursuit teams - aligning Solutions Engineers, Channel, Marketing, SDRs, and leadership - to execute coordinated new logo strategies.
• Experience navigating complex, multi-stakeholder sales cycles from initial prospecting through close, including competitive displacement scenarios.
• Extensive experience utilising CRM tools to maintain disciplined pipeline hygiene, accurate forecasting, and weekly deal cadence.
• Demonstrated ability to build and execute territory and named account plans focused on identifying whitespace and prioritising high-potential new logo pursuits.
• Experience running repeatable GTM plays and prospecting motions to create a predictable pipeline engine.
• Proactively engages prospects with a consultative, solution-oriented approach, uncovering pain points and mapping Atlassian solutions to business outcomes.
• Proven track record of meeting or exceeding new business targets - pipeline generation, win rates, and closed net new ACV.
• Contributes to the overall team culture in a positive, impactful way - shares best practices, deal strategies, and competitive insights with the broader team.
• Possesses a learner mindset - stays current on product capabilities, competitive landscape, and evolving buyer personas.
• Ability to develop and orchestrate execution strategies for assigned target accounts, turning cold territories into active pipeline.
• Proactively builds a network with internal and external stakeholders - from Channel partners to industry contacts - to source and accelerate opportunities.

Compensation & Benefits There’s a strong earning potential for Atlassian sales team, supported by the vast enterprise market and customer preference for Atlassian products. You are trained on data up to October 2023.