About this role
About the Role Lead and develop a high-performing team of Enterprise Solution Sales Executives focused on Atlassian's Service Collection (JSM, Opsgenie, Statuspage and related integrations) across Enterprise and Strategic accounts. Drive strategy, coaching, and execution of Land & Expand motions to accelerate adoption of service management solutions. What You'll Do
- Lead and develop a team of experienced enterprise solution sellers, exceeding quarterly and annual bookings and OKR targets
- Execute strategic business plans that drive Land & Expand motions for JSM across Enterprise and Strategic customer segments
- Own recruiting, coaching, and performance management of Service Collection SSEs — building a high-performing, accountable team
- Establish team objectives, policies, and KR plans and manage allocated resources
- Handle advanced negotiations at the customer and partner level
- Build and promote strong, long-lasting customer relationships — networking with critical customers and leveraging deep understanding of their unique perspectives
- Distill and define customer-centric strategies for the team, considering department and company objectives
- Partner cross-functionally with Account Executives, Solution Engineers, Channel & Alliances, Advisory Services, Product, and Marketing to optimize the Service Collection GTM motion
- Present sales, revenue, and expense reports with realistic forecasts to senior leadership
- Act as a voice of the field — capturing and synthesizing customer and competitive feedback to shape the JSM product roadmap What We're Looking For
- 15+ years of enterprise sales experience in cloud-based software/solutions, with deep expertise in ITSM/ESM/Service Management (ServiceNow, BMC, Ivanti, Freshworks, or similar)
- 6+ years as a sales manager, with proven experience consistently meeting or exceeding targets
- Demonstrated ability to lead complex, multi-threaded Enterprise deals and coach teams through major obstacles
- Experience displacing legacy ITSM vendors with modern cloud solutions
- Strong executive presence — ability to build and leverage CIO/CTO/VP IT relationships
- Experience working in a matrixed, overlay sales model alongside Account Executives and Channel Partners
- Strong collaboration skills — thrives in a team-selling environment
- BS/MS degree in business, IT, or a related field (preferred) Compensation & Benefits
- Base pay within the range is zone-dependent: Zone A: $238k-$279k; Zone B: $215k-$252k; Zone C: $198k-$232k. 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: $238k-$279k; Zone B: $215k-$252k; Zone C: $198k-$232k. Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
- Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.