Scaled Sales SMB - JSM

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.

Scaled Sales Associates are focused on helping customers succeed in their journey with Jira Service Management. Our main goal is to show SMB customers how Jira Service Management (JSM) can help them achieve their goals. Since we work at scale, we want the Scaled Sales Associate to be a champion for their customers, providing feedback to our product and engineering teams and helping us optimize our customer experience. Your goal is to help IT and DevOps teams modernize their service management practices with Jira Service Management.

Sales Associates are known for their customer-centric approach and innovative thinking. They are adept at managing resources efficiently to cater to the requirements of our top 30,000 SMB customers. You need to understand the customer buyer journey & be able to help us identify ways to optimize the Atlassian Sales Model.

You will report to the Sales Manager of your geo. This is a remote job.

Qualifications

In this role, you will:

• Follow up on qualified inbound leads (MQL's, trial signups, demo requests) for Jira Service Management
• Drive outbound prospecting to generate net new and expansion pipeline
• Demonstrate the value of Jira Service Management, identifying opportunities to land new customers and upsell existing customers to drive revenue growth and maximize customer value within SMB
• Qualify customers' needs and pain points for service management use cases in a consultative sales motion
• Assist customers with building a compelling business case to demonstrate the value and ROI of Atlassian products and services
• Develop and execute on territory/account plans to meet or exceed quota
• Stay updated on industry trends, market dynamics, and competitor activities in the service management space.

• Proven experience engaging and selling to a wide range of customers
• +3 years of experience in a business-to-business sales environment, growing SMB or Mid-Market accounts
• Strong outbound prospecting skills
• Excellent communication, presentation, and consultative selling skills
• Proven track record of meeting or exceeding performance targets
• Experience managing a high volume of leads and opportunities from various sources and sizes through different channels
• You have a do-it-right mentality with a sales-focused, customer-centric mindset