Head of Solution Sales Executives, Service Collections, Mid-Market, AMER

Working at Atlassian

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About the role

Atlassians mission is to unleash the potential of every team. Our Service Collection brings together Jira Service Management Customer Service Management Rovo AI agents and Assets into a unified cloud platform built on Jira and Confluence. Mid-market ( users < $1M annual spend) is our fastest-growing segment and a strategic priority for Service Collection growth.

As the Service Collection MidMarket Sales Leader/Director you will own the gotomarket strategy and execution for Service Collection across the midmarket segment ( users < $1M annual spend). Youll lead a highperforming team of sellers (SSEs) align closely with Customer Success and Partners and be accountable for pipeline creation ACV growth and expansion across new and existing customers. Youll be the senior point of contact for regional leadership on Service Collection performance strategy and execution.

Key responsibilities

• Own the MidMarket Service Collection GTM: Define and execute the sales strategy for Service Collection in midmarket including segmentation territory design and target account focus.

• Lead and develop a highperforming team: Hire coach and develop AEs and Solution Sales Executives focused on Service Collection; drive consistent execution of valuebased selling MEDDPICC/BANT and account planning.

• Deliver predictable growth: Own pipeline and forecast for Service Collection in the segment; drive attainment of ACV seat growth and attach/expansion targets while maintaining strong deal hygiene and forecast accuracy.

• Orchestrate crossfunctional execution: Partner closely with CSMs (including pooled midmarket CSMs) Marketing Product Specialists Solution Engineering and Channel/Partner teams to run repeatable plays (e.g. QPEs JSMinaBox renewalanchored expansion).

• Champion the Service Collection story: Ensure your team positions Service Collection as a unified AIenabled service platform (JSM CSM Assets Rovo) that reduces tool sprawl lowers TCO and connects CX IT and Dev.

• Run programs and plays at scale: Implement and refine programmatic motions for midmarket (e.g. quarterly prospecting events displacement campaigns pooled CSM plays) to systematically create and progress pipeline.

• Engage with key customers and executives: Support your team in strategic deals as executive sponsor; build relationships with CIO/CTO Heads of Customer Support IT Ops leaders and other senior stakeholders.

• Provide market and product feedback: Act as the voice of midmarket Service Collection back to Product Pricing/Packaging and central GTM teams; synthesize competitive insights (e.g. Zendesk ServiceNow Freshservice) and field feedback to shape roadmap and plays.

• Model Atlassian values: Foster an inclusive collaborative and performancedriven culture aligned to Atlassian values and our distributedfirst ways of working.

• 10 years of experience in B2B SaaS sales preferably in enterprise service management including 5 years in sales leadership roles (managing AEs/SSEs or similar quotacarrying teams).

• Demonstrated success owning segmentlevel GTM execution including territory design segmentation and account planning.

• Experience driving predictable pipeline and ACV growth with strong command of sales methodologies (e.g. MEDDPICC BANT valuebased selling).

• History of building coaching and developing highperforming sales teams in a distributed / hybrid

• Demonstrated ability to orchestrate crossfunctional plays with Customer Success Marketing Solution Engineering and Channel/Partner teams.

• Strong executive presence and experience engaging CIO/CTO Heads of Support/Customer Experience and other senior stakeholders.

• Excellent communication and storytelling skills with ability to champion a clear product/portfolio narrative internally and with customers.

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:

Director