Enterprise Solutions Senior Sales Manager

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.

About the role

Atlassian is on a mission to unleash the potential of every team. As an Enterprise Solutions Senior Sales Manager, you'll lead a team of enterprise sellers focused on our largest and most strategic customers. You'll be responsible for driving new ARR, multi‑product expansion, and long‑term adoption of Atlassian's service management solutions.

You'll combine strong sales leadership, solution selling, and operational, coach your team on complex enterprise deals, and partner closely with Solutions Engineering, Advisory Services, Channel, and Product to deliver customer outcomes.

You will report into the Solutions Sales leadership and play a key role in shaping how Atlassian wins in the enterprise segment.

What you'll do (Key Responsibilities)

1. Lead and develop a high‑performing enterprise sales team

• Manage and develop a team of Enterprise Account Executives focused on strategic and enterprise accounts.
• Set clear expectations, provide regular coaching, and run effective 1:1s, pipeline reviews, and deal strategy sessions.
• Build a culture of accountability, collaboration, and continuous improvement aligned to Atlassian values.

• Own ARR, expansion, and retention targets for your region/segment.
• Build and execute territory and account plans that drive multi‑year growth across the enterprise segment.
• Maintain accurate pipeline and forecast in Salesforce or internal sales tools; proactively identify risk and upside and take corrective action.

• Guide your team through complex sales cycles involving multiple stakeholders (C‑suite, IT, business leaders, procurement, legal).
• Coach reps on value‑based, solution‑oriented selling that ties Atlassian's platform to customer business outcomes.
• Partner with Deal Desk, Legal, and Finance to structure scalable, compliant, and mutually beneficial commercial agreements.

• Ensure your team can articulate Atlassian's service management solution narratives and how they fit into a customer's operating model.
• Collaborate with Solutions Engineering, Enterprise Solutions Strategists, and Advisory Services to shape solution strategy and delivery for key accounts.
• Use customer feedback and competitive insights to influence product and solution roadmaps.

• Work closely with Core selling teams, Marketing, Customer Success, Channel/Alliances, and Services to run integrated plays into target accounts.
• Leverage partners to extend Atlassian's reach, accelerate implementations, and drive adoption and expansion.
• Align with regional and global Enterprise Sales leadership on coverage, segmentation, and go‑to‑market strategy.

• Run a disciplined sales operating rhythm: QBRs, forecast calls, account reviews, and deal reviews.
• Ensure adherence to Atlassian policies on pricing, discounting, deal registration, and approvals.
• Track and report on key performance metrics; use data to diagnose issues and optimize performance.

• Significant experience (typically 8+ years) in B2B SaaS sales, with 5+ years leading enterprise or strategic account teams.
• Proven track record of leading teams to exceed multi‑million‑dollar ARR targets in complex, multi‑stakeholder environments.
• Experience selling platform or multi‑product solutions into large enterprises (Fortune 1000 / Global 2000).
• Strong command of value‑based and solution selling methodologies, and comfort engaging at C‑suite level.
• Demonstrated ability to build, coach, and retain high‑performing sales talent.
• Excellent communication, negotiation, and executive‑level presentation skills.

• Experience with Atlassian products or adjacent ecosystems in Service Management.
• Background working in a product‑led or hybrid PLG + enterprise sales motion.
• Experience working with or through channel and services partners.