Head of Solution Sales Executives, Enterprise, AMER

Working at Atlassian

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About the role

Atlassian is on a mission to unleash the potential of every team. As an Enterprise Solutions Senior Sales Manager youll lead a team of enterprise sellers focused on our largest and most strategic customers. Youll be responsible for driving new ARR multiproduct expansion and longterm adoption of Atlassians service management solutions.

Youll combine strong sales leadership solution selling and operational coach your team on complex enterprise deals and partner closely with Solutions Engineering Advisory Services Channel and Product to deliver customer outcomes.

You will report into the Solutions Sales leadership and play a key role in shaping how Atlassian wins in the enterprise segment.

What youll do (Key Responsibilities)

1. Lead and develop a highperforming enterprise sales team

• Manage and develop a team of Enterprise Account Executives focused on strategic and enterprise accounts.

• Set clear expectations provide regular coaching and run effective 1:1s pipeline reviews and deal strategy sessions.

• Build a culture of accountability collaboration and continuous improvement aligned to Atlassian values.

2. Own revenue pipeline and forecasting for your business

• Own ARR expansion and retention targets for your region/segment.

• Build and execute territory and account plans that drive multiyear growth across the enterprise segment.

• Maintain accurate pipeline and forecast in Salesforce or internal sales tools; proactively identify risk and upside and take corrective action.

3. Drive complex multiproduct enterprise deals

• Guide your team through complex sales cycles involving multiple stakeholders (Csuite IT business leaders procurement legal).

• Coach reps on valuebased solutionoriented selling that ties Atlassians platform to customer business outcomes.

• Partner with Deal Desk Legal and Finance to structure scalable compliant and mutually beneficial commercial agreements.

4. Champion Atlassians Enterprise Solutions

• Ensure your team can articulate Atlassians service management solution narratives and how they fit into a customers operating model.

• Collaborate with Solutions Engineering Enterprise Solutions Strategists and Advisory Services to shape solution strategy and delivery for key accounts.

• Use customer feedback and competitive insights to influence product and solution roadmaps.

5. Partner across GTM and the ecosystem

• Work closely with Core selling teams Marketing Customer Success Channel/Alliances and Services to run integrated plays into target accounts.

• Leverage partners to extend Atlassians reach accelerate implementations and drive adoption and expansion.

• Align with regional and global Enterprise Sales leadership on coverage segmentation and gotomarket strategy.

6. Operational excellence and governance

• Run a disciplined sales operating rhythm: QBRs forecast calls account reviews and deal reviews.

• Ensure adherence to Atlassian policies on pricing discounting deal registration and approvals.

• Track and report on key performance metrics; use data to diagnose issues and optimize performance.

About you (Qualifications)

Required:

• Significant experience (typically 8 years) in B2B SaaS sales with 5 years leading enterprise or strategic account teams.

• Proven track record of leading teams to exceed multimilliondollar ARR targets in complex multistakeholder environments.

• Experience selling platform or multiproduct solutions into large enterprises (Fortune 1000 / Global 2000).

• Strong command of valuebased and solution selling methodologies and comfort engaging at Csuite level.

• Demonstrated ability to build coach and retain highperforming sales talent.

• Excellent communication negotiation and executivelevel presentation skills.

Nice to have:

• Experience with Atlassian products or adjacent ecosystems in Service Management.

• Background working in a productled or hybrid PLG enterprise sales motion.

• Experience working with or through channel and services partners.

Compensation

At Atlassian we strive to design equitable explainable and competitive compensation programs. To support this goal the baseline of our range is higher than that of the typical market range but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidates skills expertise or experience.

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: USD 267300 - USD 328900

Zone B: USD 241200 - USD 296010

Zone C: USD 222300 - USD 272987

This role may also be eligible for benefits bonuses commissions and equity.

Please visit 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.

Benefits & Perks

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 Atlassian

At Atlassian were motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyones perspectives and experience we never discriminate based on race religion national origin gender identity or expression sexual orientation age or marital veteran or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process visit Experience:

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