Key skills
CloudITSMServiceNowCGoAtlassianJiraCommunicationCollaborationPresentation SkillsCustomer SuccessSales
About this role
Role Overview
- 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.
- Lead the full sales cycle for JSM-focused opportunities in your territory—from prospecting and discovery through solution design, business case, negotiations, and close.
- 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.
- 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).
- 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.
- 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.
- Build, manage, and accurately forecast a robust pipeline in your territory, applying MEDDPICC (or similar value‑based methodology) to drive deal progression and predictability.
- 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.
Requirements
- Minimum 5+ years of enterprise software sales experience
- Proven success selling ITSM, ESM, workflow/automation, digital transformation or other complex enterprise solutions.
- Demonstrated track record of consistently meeting or exceeding quota in a high‑growth environment.
- Strong understanding of ITSM/ESM industry trends and the competitive landscape.
- Experience leading multi‑stakeholder, consultative sales cycles involving both business and technical buyers, including C‑level and VP‑level executives.
- Excellent communication, storytelling, and presentation skills;
- Comfortable engaging with CIO, VP IT Ops, Heads of Service Management, and technical evaluators.
- Strong collaboration skills with cross‑functional
Tech Stack
- Cloud
- ITSM
- ServiceNow
Benefits
- health and wellbeing resources
- paid volunteer days