Overview
Responsibilities
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 End0to0End JSM Sales Motions: Lead the full sales cycle for JSM-focused opportunities in your territory0from 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 cloud0first motions, including migrations from Jira Service Management Data Center to Cloud.
Cross0Functional Collaboration: Partner closely with Solution Engineers, Customer Success, Marketing, and our Partner Ecosystem to align on plays, run co0selling 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 value0based 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 Atlassian0s JSM roadmap and go0to0market strategy.
Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
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.
This role may also be eligible for benefits, bonuses, commissions, and equity.
Pay Ranges
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: $148,994 - $194,519
Zone B: $134,094 - $175,067
Zone C: $123,665 - $161,451
Qualifications
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.
