Atlassian
Account Executive, Enterprise New Logos DACH (German speaking)
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Account Executive, Enterprise New Logos DACH (German speaking)
Remote Enterprise Field Sales Representative (Field Sales) – UK (DACH Expertise)
Atlassian
About the Role
At Atlassian, flexibility defines how we work. We don’t just support remote work—we’ve built a distributed-first company where employees can thrive whether working from home, the office, or a mix of both. Hiring is available worldwide where we have legal presence, and virtual processes ensure accessibility for all candidates.
This is a remote, field sales role Requiring a base in the UK to best help our distributed teams collaborate effectively.
At Atlassian, we power teams—300,000+ worldwide, including NASA, IBM, HubSpot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. Our mission: to unleash the potential of every team through transformative software. Enterprise sales reps drive growth by delivering exceptional customer impact and supporting sustainable revenue expansion.
We offer exceptional earning potential for top sales performers, backed by a robust enterprise market and customer preference for Atlassian’s products. This role demands a hunter’s mindset, deep customer focus, and a knack for identifying business needs—then crafting tailored solutions for Fortune 500 companies.
Key Responsibilities
You’ll be responsible for driving enterprise sales growth through:
- Strategic Account & Territory Planning: Develop targeted plans to acquire greenfield accounts, new logo footprints, and revenue from an expanding portfolio of Atlassian products.
- Pipeline & Revenue Generation: Execute sales strategies to generate and convert high-value opportunities, hitting company targets.
- Prospecting & Closing Deals: Research accounts, engage decision-makers, refine sales pitches, navigate procurement processes, and close deals through negotiation.
- C-Relationship Building: Partner with C-level executives, positioning Atlassian as a strategic enterprise resource from early engagement.
- Solutions-Oriented Problem-Solving: Align Atlassian solutions to pain points, displacing competitors like ServiceNow and expanding usage into non-IT functions (human resources, marketing).
- Cross-Functional Collaboration: Coordinate with channel partners, solutions engineers, marketing, and sales development to refine go-to-market (GTM) tactics and boost win rates.
- Pipeline & Forecasting Proactiveness: Maintain structured pipeline hygiene— regularly updating forecasts, managing deal health, and aligning with weekly team rhythms.
- Industry Competency: Stay updated on trends, competitors, and Atlassian’s capabilities to refine strategy.
- Fieldwork & Networking: Attend industry events, meet clients in person, and build opportunities through direct engagement. Own named account strategies, identifying growth whitespace and prioritising pursuits.
- Prospect Ownership: Manage end-to-end prospect relationship management, from initial touch to close, leveraging repeatable GTM playbooks.
- Complex Cycle Navigation: Manipulate multi-stakeholder, enterprise-level sales cycles by aligning and executing strategies across teams.
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Key Qualifications
Professional Experience
- 6+ years of quota-carrying enterprise software sales, with a proven track record of new business acquisition in greenfield markets.
- DACH market expertise (sales or product knowledge in Germany/Austria/Switzerland).
- Bilingual proficiency: Fluency in English and German (spoken/written).
- Displacement experience: Successfully negotiated against competitors (e.g., ServiceNow) in complex, large-scale enterprise deals.
Sales & Pipeline competencies
- Consistently generates 4x quota in piped deals from scratch-built pipeline.
- Maintains disciplined Salesforce hygiene—uses CRM effectively for forecasting, deal tracking, and weekly cadence.
- Dun repeatable GTM mechanisms, generating predictable revenue from disciplined prospecting streams.
Relationship & Execution Mindset
- Mastery of engaging C-level executives, building trust for long-term account growth.
- Ability to orchestrate cross-functional pursuits—aligning SDRs, channel partners, engineering, and marketing to win complex deals.
- Confidence in negotiating high-value, multi-stakeholder contracts.
- Consultative mindset: identifying pain points, proposing tailored, business-value solutions to clients.
- Quarterly revenue efficiency: Met or exceeded targets in pipeline generation, win rates, and closed new business ACV (Annual Contract Value).
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Cultural Fit
- Drives collateral best practices within the team, extending deal strategies, and sharing competitive insights.
- Growth-oriented—proactively learns product updates, buyer personas, and marketplace shifts.
- Recognizes potential in cold territories—transforming whitespace into revenue pipelines.
- Builds bridges using internal & external networks to access new opportunities.
Benefits & Perks
At Atlassian, we believe in supporting individuals holistically. Our benefits program includes:
- Comprehensive health and wellness coverage.
- Paid volunteer support days.
- A rich suite of flexible perks & community engagement opportunities.
Dive deeper: Atlassian Perks & Benefits.
About Atlassian
Our purpose is clear: To unleash the potential of every team. High-performance collaboration platforms, like Jira, Confluence, and Trello, fuel global teams across industries. Our people—from software engineers to office managers to regional sales reps—share one belief: Diversity of background, thought, and culture drives our success.
Atlassian never discriminates based on race, religion, creed, gender, veteran status, disability, or age. Confidentiality is paramount during recruitment—your data is protected under strong EEO guidelines.
For inclusive needs, we provide reasonable accommodations at any recruitment stage—just mention to our recruitment team when discussing your application.
Explore our culture and hiring approach: Atlassian Hiring Portal.
Legal & Compliance Note: Identity verification (including use of biometric data) may be required to meet regulatory standards against hiring fraud. This is standard practice at Atlassian.
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