Account Executive, Enterprise - New Logo

Working at Atlassian
Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, Booking.com , Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. What makes us unique is our belief in our value of 'play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian.
There's a strong earning potential for our sales team which is supported by the vast enterprise market awaiting our exploration, along with the consistent preference of our customers for Atlassian products.
As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!
What You'll Do

• Develop and execute named Account and Territory plans focused on acquiring net new logos, penetrating greenfield accounts, and landing initial Atlassian footprints across a wide portfolio of products.
• Build and execute strategic sales plans to generate and convert net new pipeline and to achieve company sales goals and targets.
• Identify, qualify, and pursue net new prospects by researching target accounts, engaging key decision makers, delivering compelling sales presentations, navigating complex procurement processes, negotiating contracts, and closing deals.
• Build relationships with C-level and executive stakeholders at target accounts, establishing Atlassian as a strategic partner from the first engagement.
• Deeply understand prospect pain points and business challenges, proposing tailored Atlassian solutions - including JSM/ITSM displacement opportunities and expansion into non-IT functions (HR/People Ops, Marketing) - to win new business.
• Collaborate cross-functionally with Channel, SEs, Marketing, and Sales Development to build coordinated pursuit strategies, execute GTM plays, and accelerate new logo acquisition.
• Lead contract negotiations and pricing discussions to close initial agreements and set the foundation for long-term account growth.
• Maintain disciplined pipeline hygiene and accurate forecasting, providing weekly deal updates and forecast submissions aligned with the team's operating rhythm.
• Stay current on industry trends, competitive landscape, and incumbent platforms to sharpen displacement messaging and maintain a competitive edge.
• Travel to meet prospects and attend industry events to build pipeline and accelerate deal cycles.
• Build and own territory strategies for designated named accounts, identifying whitespace and prioritizing high-potential new logo pursuits.
• Serve as the primary Atlassian point of contact for net new prospects, owning the relationship from initial outreach through close.
• Run repeatable GTM plays to identify and qualify new opportunities, leveraging playbook-driven motions to build a predictable pipeline engine.
• Navigate complex, multi-stakeholder sales cycles, partnering with Channel and cross-functional teams to execute coordinated strategies for landing new enterprise accounts.

Your Background

• 6+ years of quota-carrying Enterprise Software Sales experience, with a strong emphasis on new business acquisition and hunting net new logos.
• Proven track record of building pipeline from scratch in greenfield or underpenetrated territories, consistently generating over 4x of quota in piped opportunities.
• Experience engaging and building C-level and executive relationships at prospective accounts, earning trust and credibility from the first interaction.
• Experience orchestrating cross-functional pursuit teams - aligning SEs, Channel, Marketing, SDRs, and leadership - to execute coordinated new logo strategies.
• Experience navigating complex, multi-stakeholder sales cycles from initial prospecting through close, including competitive displacement scenarios (e.g., ServiceNow).
• Extensive experience utilizing CRM tools (Salesforce) to maintain disciplined pipeline hygiene, accurate forecasting, and weekly deal cadence.
• Demonstrated ability to build and execute territory and named account plans focused on identifying whitespace and prioritizing high-potential new logo pursuits.
• Experience running repeatable GTM plays and prospecting motions to create a predictable pipeline engine.
• Proactively engages prospects with a consultative, solution-oriented approach, uncovering pain points and mapping Atlassian solutions to business outcomes.
• Proven track record of meeting or exceeding new business targets - pipeline generation, win rates, and closed net new ACV.
• Contributes to the overall team culture in a positive, impactful way - shares best practices, deal strategies, and competitive insights with the broader team.
• Possesses a learner mindset - stays current on product capabilities, competitive landscape, and evolving buyer personas.
• Ability to develop and orchestrate execution strategies for assigned target accounts, turning cold territories into active pipeline.
• Proactively builds a network with internal and external stakeholders - from Channel partners to industry contacts - to source and accelerate new opportunities.