Atlassian
Account Executive, Enterprise
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Account Executive, Enterprise
Remote Field Sales Account Executive (UK-based)
Atlassian offers a fully remote work model – it’s up to you whether you work from an office, at home, or a hybrid mix. This flexibility allows Atlassians to balance work with family and personal goals while delivering mission-critical results across markets where we operate.
This field-focused sales role is based in the UK, ensuring we can support our teams with in-person meetings when needed.
About the Role
We’re trusted by 300,000+ customers worldwide, including NASA, IBM, HubSpot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. Our mission? Unleash the potential of every team through world-class software solutions—driving game-changing customer impact and relentless revenue growth.
We’re investing in a remote-first enterprise sales team, offering a high-earning potential against an expansive opportunities. Our customers consistently choose Atlassian for transformative solutions.
Responsibilities
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Account & Territory Development
- Build and execute grownfield and new-logo strategies to acquire high-value accounts and establish Atlassian’s presence across multiple products.
- Create strategic sales plans aimed at generating piped revenue, driving targets for contract conversion, and achieving company financial goals.
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Prospecting & Lead Generation
- Research and qualify high-potential targets, engage C-level stakeholders, craft tailored sales presentations, and navigate complex procurements.
- Drive contract negotiation processes, champion deal execution, and foster long-term account growth.
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Customer-Centric Solutions
- Devise custom solutions to address pain points, integrate solutions like Jira Service Management (JSM), ITSM replacement strategies, and expand into non-IT functions (HR/People Ops, Marketing).
- Collaborate with Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction.
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Pipeline & Forecasting
- Maintain disciplined CRM (Salesforce) hygiene, actively nurture opportunities, and submit accurate weekly forecasts.
- Lead GTM playbooks to create repeatable pipeline motions and accelerate new logo acquisition.
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Market & Competitive Insights
- Stay ahead of industry trends and competitive threats, refine sales positioning, and coach team members on best practices.
- Attend industry events and in-person prospect meetings to accelerate engagement and deals.
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Partner & Cross-Functional Collaboration
- Align with Channel Sales, Marketing, Sales Development Reps (SDRs), Solutions Engineers (SEs) to orchestrate pursuit strategies.
- Own the full account lifecycle from first contact to closure, driving responsible for outcome delivery.
Requirements
Technical & Sales Experience
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6+ years of quota-related Enterprise Software Sales, with a strong focus on:
- New-business acquisition – especially in the UK market.
- Greenfield underpenetrated territories (where currently not represented).
- Demonstrable 4+x quota attainment from newly built pipelines.
- C-level and executive engagement to build long-term trust.
- Complex multi-stakeholder sales cycles including competitive displacement (e.g., displacing ServiceNow).
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CRM proficiency: Experience with Salesforce (including accurate forecasting and pipeline tracking).
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GTM frameworks: Ability to design targeted playbooks (e.g., “Prospect // Qualify // Pursue”) for consistent revenue generation.
Key Mindsets & Behaviours
- Hunter Mindset: Energetic business hunters with an instinctive understanding of Fort 500 business drivers.
- Solution-Enabled: Consultative selling—proactively uncovering pain points and mapping Atlassian’s value to outcomes.
- Agile & Analytical: Adapts quickly to new challenges, competitor changes, and market shifts.
- Ideation & Execution: Creative route breaking but with a disciplined drive for pipeline predictability.
- Culture Contributor: Willing to share casework and mentoring that scales team effectiveness.
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Perks & Benefits
Beyond a fully remote setup with strong earning potential for high performers, Atlassian provides:
- Healthcare coverage for you and your family.
- Employee Wellbeing Programme (mental health resources, volunteer days, and work-life balance initiatives).
- Support and Adaptation: All interviews and onboarding are virtual, with guarantees of adjustments/accommodations from any step during recruitment.
- Community Focus & Social Impact: Contributions to charity, project-based volunteerism, and local community support.
For more, visit Atlassian’s Perks Page.
About Us
We aim to free every team to do extraordinary work through collaboration and innovation. Our platform delivers award-winning software for teams at every scale—including NASA, Nasa, major Fortune 500 businesses, and scores of mid-market companies.
Inclusivity and Equality: We’re committed to fostering a diverse, welcoming community—regardless of race, gender identity, national origin, veteran or disability status. Feedback or accommodation requests are always supported.
- Explore our culture & hiring process at go.atlassian.com/crh.
- Diversity & inclusion leaders welcome critical perspectives – yours belong here.
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