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About the Role

Atlassian empowers over 300,000 customers globally, including NASA and IBM, to unleash team potential through incredible software solutions, driving customer impact and revenue growth. We foster a 'play as a team' culture, supporting each other and sharing knowledge. This role offers strong earning potential within a vast enterprise market. As a team member, you will build and nurture key stakeholder relationships, negotiate complex contracts, and collaborate with internal teams like Channel Partners and Solution Engineers to ensure customer satisfaction. We seek customer-focused, creative individuals with a hunter mindset, excited to identify business needs and create solutions for Fortune 500 companies.

Responsibilities

Develop and execute account and territory plans to acquire new logos and expand Atlassian's footprint across a wide product portfolio.
Build and execute strategic sales plans to generate and convert new pipeline, achieving company sales goals.
Identify, qualify, and pursue new prospects by researching target accounts, engaging decision makers, delivering sales presentations, navigating procurement, negotiating contracts, and closing deals.
Build C-level and executive relationships at target accounts, establishing Atlassian as a strategic partner.
Understand prospect pain points and propose tailored Atlassian solutions, including JSM/ITSM displacement and expansion into non-IT functions.
Collaborate cross-functionally with Channel, SEs, Marketing, and Sales Development to execute coordinated pursuit strategies 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.
Stay current on industry trends, competitive landscape, and incumbent platforms to sharpen displacement messaging.
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 prioritizing high-potential new logo pursuits.
Serve as the primary Atlassian point of contact for new prospects from initial outreach through close.
Run repeatable Go-To-Market plays to identify and qualify new opportunities, building a predictable pipeline engine.
Navigate complex, multi-stakeholder sales cycles, partnering with Channel and cross-functional teams to land new enterprise accounts.

Requirements

6+ years of quota-carrying Enterprise Software Sales experience, with a strong emphasis on new business acquisition and hunting new logos.
Proven track record of building pipeline from scratch in greenfield or underpenetrated 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.
Experience orchestrating cross-functional pursuit teams (SEs, Channel, Marketing, SDRs, 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 utilizing CRM tools (Salesforce) 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 prioritizing high-potential new logo pursuits.
Experience running repeatable Go-To-Market 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 positively to team culture by sharing best practices, deal strategies, and competitive insights.
Possesses a learner mindset, staying 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 (Channel partners, industry contacts) to source and accelerate new opportunities.

Skills

Customer-focused
Creative
Hunter mindset
CRM tools (Salesforce)
Consultative approach
Solution-oriented approach
Learner mindset

Location

Remote
Any country where Atlassian has a legal entity

Experience Level

6+ years of quota-carrying Enterprise Software Sales experience

Salary/Compensations

Zone A: USD 168,300 - USD 219,725
Zone B: USD 151,200 - USD 197,400
Zone C: USD 139,500 - USD 182,125

Benefits

Benefits
Bonuses
Commissions
Equity
Health and wellbeing resources
Paid volunteer days
Accommodations or adjustments at any stage of the recruitment process

About the Company

Atlassians can choose where they work – whether in an office, from home, or a combination of the two, providing control over supporting family, personal goals, and other priorities.
Atlassian can hire people in any country where it has a legal entity.
Interviews and onboarding are conducted virtually, as part of being a distributed-first company.
Atlassian works with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola.
Atlassian's goal is to unleash the potential of every team through incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.
Atlassian's unique value is ‘play as a team', supporting each other, celebrating wins, and sharing knowledge.
Atlassian employees work with Atlassian, not for Atlassian.
Atlassian is motivated by a common goal: to unleash the potential of every team.
Atlassian's software products help teams globally, with solutions designed for all types of work.
Team collaboration through Atlassian tools makes what may be impossible alone, possible together.

Equal Opportunity

Atlassian believes that the unique contributions of all Atlassians create its success.
Atlassian never discriminates based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.
All information will be kept confidential according to EEO guidelines.
Atlassian can support with accommodations or adjustments at any stage of the recruitment process; inform the Recruitment team during conversation.