Job Description
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Hiring Remotely in San Francisco CA USA
In-Office or Remote
122K-192K Annually
Senior level
Cloud • Information Technology • Productivity • Security • Software • App development • Automation
Atlassian provides tools to help every team unleash their full potential.
The Role
Drive sales for Jira Service Management by managing the full sales cycle developing strategies engaging with customers and collaborating with teams to achieve revenue goals.
Summary Generated by Built In
Working at Atlassian
Atlassians can choose where they work - whether in an office from home or a combination of the two. That way Atlassians have more control over supporting their family personal goals and other priorities. We can hire people in any country where we have a legal entity.
As an Enterprise Solution Sales Executive for Jira Service Management (JSM) you will serve as a subject matter expert in IT Service Management (ITSM) and Enterprise Service Management (ESM). You'll drive new sales motions and co-selling initiatives collaborating closely with our account teams to identify opportunities and develop tailored Atlassian solutions. This role is crucial in advancing Atlassian's solution sales goals for our Service Collection and involves working with a globally distributed team.
You'll focus on large Enterprise customers leading complex value-based sales cycles and displacing legacy ITSM tools with modern cloud-first solutions built on Jira Service Management.
This role is required to be based on the West Coast (California Oregon Washington)
In this role you will:
On your first day we'll expect you to have:
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 candidate's 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 146700 - USD 191525
Zone B: USD 132300 - USD 172725
Zone C: USD 121500 - USD 158625
This role may also be eligible for benefits bonuses commissions and equity.
Please visit go.atlassian.com/payzones 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 go.atlassian.com/perksandbenefits .
About Atlassian
At Atlassian we're 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 everyone's 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 go.atlassian.com/crh .
Atlassians can choose where they work - whether in an office from home or a combination of the two. That way Atlassians have more control over supporting their family personal goals and other priorities. We can hire people in any country where we have a legal entity.
As an Enterprise Solution Sales Executive for Jira Service Management (JSM) you will serve as a subject matter expert in IT Service Management (ITSM) and Enterprise Service Management (ESM). You'll drive new sales motions and co-selling initiatives collaborating closely with our account teams to identify opportunities and develop tailored Atlassian solutions. This role is crucial in advancing Atlassian's solution sales goals for our Service Collection and involves working with a globally distributed team.
You'll focus on large Enterprise customers leading complex value-based sales cycles and displacing legacy ITSM tools with modern cloud-first solutions built on Jira Service Management.
This role is required to be based on the West Coast (California Oregon Washington)
In this role you will:
- Expert Product Selling: 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.
- Own End-to-End JSM Sales Motions: Lead the full sales cycle for JSM-focused opportunities in your territory-from prospecting and discovery through solution design business case negotiations and close.
- Sales Strategy Development: 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.
- Customer Engagement & Value Selling: 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).
- Competitive Takeouts & Cloud Migrations: 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.
- Cross-Functional Collaboration: 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.
- Forecasting & Pipeline Management: Build manage and accurately forecast a robust pipeline in your territory applying MEDDPICC (or similar value-based methodology) to drive deal progression and predictability.
- Field & Product Feedback Loop: 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.
On your first day we'll expect you to have:
- 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
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 candidate's 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 146700 - USD 191525
Zone B: USD 132300 - USD 172725
Zone C: USD 121500 - USD 158625
This role may also be eligible for benefits bonuses commissions and equity.
Please visit go.atlassian.com/payzones 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 go.atlassian.com/perksandbenefits .
About Atlassian
At Atlassian we're 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 everyone's 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 go.atlassian.com/crh .
Top Skills
Enterprise Service Management
It Service Management
Jira Service Management
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The Company
HQ: San Francisco CA
11000 Employees
Year Founded: 2012
What We Do
Atlassian creates teamwork solutions for high-performing teams. Our portfolio of collaboration and work management software products includes Jira Confluence Trello Loom and Rovo. More than 300000 businesses worldwide rely on Atlassian’s technology including 80 percent of Fortune 500 companies. Our solutions support various business teams and they help organizations plan track and deliver their biggest ideas together.
Why Work With Us
At Atlassian we believe we can accomplish so much more together than apart — which is why everything from our tooling — to our distributed workforce — to how our teams are structured is rooted in collaboration. Come join us and help unleash the potential of every team.
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Employees work remotely.
Atlassians have flexibility in where they work to support their family personal goals and other priorities. Our approach to distributed work allows us to tap into talent beyond our office locations and to reimagine how work gets done.
Typical time on-site: None
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Date Posted
04/09/2026
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