Atlassian
Account Executive, Enterprise New Logos DACH (German speaking)
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Account Executive, Enterprise New Logos DACH (German speaking)
Senior Enterprise Account Executive - DACH Focus (UK-based)
Overview
At Atlassian powered by the flexible possibilities of a distributed-first approach, you have the autonomy to shape where and how you work—whether in-office, at home, or both. This remote, field sales opportunity is part of a distributed and customer-driven environment where we hire globally where we operate legally, with all interviews, onboarding, and engagement conducted remotely.
We enable over 300,000 customers worldwide—including NASA, IBM, HubSpot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola—by unleashing the potential of every team through disruptive yet essential software solutions. Your success, and that of our customers, scales with market demand for Atlassian’s remarkable products.
With strong earning potential driving the enterprise sales space, our field sales team capitalises on a vast, underserved market, leveraging ATL’s proven rise in customer adoption and preference.
As a key member of the enterprise sales team, you’ll focus on:
- Building high-value relationships with key stakeholders at Fortune 500^{+}, C-level, and executive levels.
- Collaborating with Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver seamless customer journeys.
- Negotiating complex contracts and fostering account growth through tailored, solutions-driven strategies.
Are you a hunter—change-maker and opportunity spotter—with a proclivity for complex sales cycles, displacement challenges (JSM/ITSM to ATL/Legacy platforms) and driving innovation across IT (and non-IT) domains? If that’s you, let’s chat!
Responsibilities
In this high-impact, accountable commercial role, you’ll:
Revenue Growth & Pipeline Development
- Execute named account and territory strategies, identifying net new logos, greenfield penetration, and full Atlassian solution expansion—spanning ITSM/Jira Service Management (displacement) and non-IT functions (HR, Marketing, others).
- Generate and convert must-win opportunities, hitting and exceeding team sales targets and forecasts.
- Develop enterprise value propositions, leveraging data-driven insights, incumbent platform gaps (e.g. ServiceNow), and Atlasian disruption to win contracts and set the stage for long-term growth.
Stakeholder Engagement & Solution Selling
- Build long-term trust-based relationships with C-suite and execs, positioning Atlassian as a strategic workforce enabler.
- Prepare and deliver customised proposals matching Atlassian solutions to pain points, remediation projects, and process optimisation—proving TRO (Total Return on Investment) for enterprise budgets.
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Account & Territory Ownership
- Design and implement territory-wide expansion strategies, prioritising high-potential prospects across identifiable whitespace.
- Own the end-to-end sales funnel for net new logos, engaging from initial outreach to closing, including inflation-priced proposals.
- Ensure disciplined pipeline health: weekly deal reviews, data integrity in CRM/Salesforce, and adherence to forecasting rhythms.
Cross-Team Collaboration
- Partner with product specialists, SDRs, channels, marketing, and solution engineers (SE) to align on grow-the-pipe efforts, media campaigns, and customer-facing scenarios.
- Orchestrate complex, multi-thread purchasing decisions—navigating internal champions, and participating in internal “open deals” reviews as needed—to win critical buyers.
Market Intelligence & GTM Innovation
- Stay ahead of industry trends, competitor pricing, and buyer-behaviours, refining Atlassian’s value messaging.
- Execute repeatable go-to-market (GTM) plays (hunting/gathering motions) and churn-cycle salinity where needed.
- Travel 15-40% globally to prospect, pitch, and accelerate deals, attending exhibitions, trade shows, or selected events.
Requirements
Who Will Win Here?
- 6+ years of quota-bearing Enterprise Software Sales—with a strong new business focus, proven sales growth track record, and an appetite for hunting cold territories (e.g. greenfields or underpenetrated markets).
- DACH (Germany, Austria, Switzerland) sales experience—deep intimate knowledge of local hygiene standards, popular incumbent platforms (e.g. ServiceNow), and seller-driven priorities (accelerate digital transformation, return on agent efficiency, etc.).
- German & English fluency—service mindset, ability to collaborate in multilingual environments.
- Bonus credit: Proven experience with enterprise deals, working among shortlist members, or navigating active nine-layer RFP environments.
Key Experience Parameters
- Acquisition expertise: Building micro-pipelines, automating outbound into predictable sale pipelines, and auditing decision-makers’ pain points (focus on service needs, upskilling, misery of legacy tools). New logo ACH quota multiples over 4x.
- Executive engagement: Proven relationships across CIO/CDO/CPO/CHRO layer, able to setup early dispursements and create go-forward prospectingadneity.
- GTM thinking: Design and run defined playbooks/opportunity motions for GTM builds with consistent account-caliber velocities.
- Pipeline discipline: Maintain ** détaillé forecasting records (SharePoint/Exequis)**, optimise close nominal rates, and retain SAAC master partners confidence.
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Cultural & Personal Fit Attributes
- Progressive mindset: Leverages atlassian’s suite and full-company championships for upselling/cross-selling.
- Humility and Relationships: Nurtures "engineering of trust", understanding sell-side offers flow depend on trust, stance, and social tie.
- Stakeholder proclivity: Invigorates PQL-managed sales teams and incorporates feedback where next steps for immediate buy-in or competitive displacement.
Selected Benefits
At Atlassian, your well-being—and that of your family—are paramount. Key benefits include: ✔ Healthcare, mental wellness resources, and annual sick leave. ✔ Paid volunteer days to contribute to local communities. ✔ Flexible work agreements: office hours or remote-friendly transpapering options. ✔ Comprehensive perks & benefits (e.g. parental policies, additional paid leave).
Explore more at go.atlassian.com/perksandbenefits.
About Atlassian
Empowering every team, everywhere. From Fortune 100 giants to MSMEs, our Jira Service Management, Workplace Collaboration, Strategic Agile Execution, and Issue Visibility tools unite teams toward shared goals.
With 120 million+ monthly users, it’s clear—the power of teamwork unleashed unlocks go-to-market speed and transformative outcomes.
At the heart of everything we do: inclusion, fairness, communication, and respect for diverse backgrounds. We proudly remain free from since EEOC questioning as we reinforce anti-discrimination standards. Every individual’s perspectives are amplified, aligning to our DSOP equity infrastructure.
For raison d'être and talent interests, read up at go.atlassian.com/crh.
Note: A criminal, profile-based holding or ID step—per local Global Enforcement policy codes (F1, G826/CRB equivalent), is standard practice post-celebration/probation procedures and remains compliant. If accommodations or adjustments are required at any stage, simply inform our recruiting-network.
Are you convinced your capacity is right for a high-growth enterprise sales mission? Relitigate your tools-downward career path— businesses expect better together. 😊
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