Solution Sales Executive, Service Management

Atlassian is a company that empowers teams through their software solutions. The Solution Sales Executive, Service Management role focuses on driving new sales initiatives for Jira Service Management, engaging with mid-market to emerging enterprise accounts to lead complex sales cycles and promote modern cloud-first solutions.

Responsibilities:

• 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 teams