Team Overview

Scaled Sales Associates are focused on helping customers be successful in their Atlassian cloud Journey. Our main goal is to show SMB customers how Jira Service Management (JSM) can make them successful in achieving their goals. Since we work at scale, we want you to be a champion for our customers, providing feedback to our product & engineering teams and helping us optimize our customer experience. All of this is done in tight coordination with our Product specialists and Marketing organization.

JSM Solution Sales Executives are customer-focused and creative. You can think at scale and organize resources to meet the needs of our SMB customers. You need to understand the customer buyer journey & be able to help us identify ways to optimize the Atlassian Sales Model.

You will report to the Solution Sales Executive Manager, SMB & JSM.

In this role, you will:

• Own the end-to-end sales cycle for Service Collection (JSM, CSM, Assets, Rovo Agents) — from prospecting and discovery through technical validation, quoting, and closing — across your assigned SMB account territory

• Develop and execute territory plans to maximize pipeline generation and ACV growth for JSM within SMB+ accounts, prioritizing high-potential opportunities through outbound motions

• Serve as the JSM/ITSM subject matter expert, positioning JSM against competitors and running consultative discovery to validate ITSM/ESM fit, workflows, and use cases

• Co-sell with SMB+ Account Executives, Solution Engineers, and Channel Partners to progress multi-product opportunities; support partner-led pipeline and co-sell alignment throughout the deal cycle

• Identify cross-sell and expansion opportunities across departments (IT, HR, Facilities, Finance, Legal) by assessing JSM maturity and recommending upgrades, Assets, Automation, Incident Management, and Change Management capabilities

• Facilitate value-based demos and solution walkthroughs, building compelling business cases that demonstrate ROI and address complex workflow requirements

• Maintain accurate pipeline hygiene, provide regular forecasts, and consistently meet or exceed KPIs

• Capture customer insights, competitive intelligence, and product feedback to inform Product, Engineering, and Marketing strategy — acting as the voice of the customer at scale

• Stay updated on industry trends, market dynamics, and competitor activities in the service management space.

Your background:

• 3+ years of quota-carrying B2B SaaS sales experience in a closing role, ideally within ITSM, ESM, or service management solutions

• Demonstrated experience with territory planning and account prioritization — building and executing plans that drive pipeline and revenue in a defined book of business

• Strong outbound prospecting strategies using various tools and plays, generating your own pipeline

• Experience with partner selling to drive deals in your territory

• Experience selling multiple products or solutions within a single deal cycle

• Familiarity with competitive ITSM/service management landscape

• Proven track record of meeting or exceeding performance targets and quota attainment

• Experience with structured sales methodologies such as MEDDPICC

• Strong consultative selling skills — ability to run discovery, identify pain points, and map solutions to business outcomes

• Proficiency in CRM tools (Salesforce preferred) and disciplined pipeline/forecast management

• Comfort working in a high-velocity SMB environment, balancing multiple concurrent opportunities

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: $116,110 - $150,930

Zone B: $104,400 - $135,720

Zone C: $95,400 - $124,020

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.