Service Collection Sales Director MM - Americas Solution Sales

Working at Atlassian

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About the role

Atlassian's mission is to unleash the potential of every team. Our Service Collection brings together Jira Service Management, Customer Service Management, Rovo AI agents, and Assets into a unified cloud platform built on Jira and Confluence. Mid-market (20010,000 users, < $1M annual spend) is our fastest-growing segment and a strategic priority for Service Collection growth.

As the Service Collection Mid‑Market Sales Leader/Director, you will own the go‑to‑market strategy and execution for Service Collection across the mid‑market segment (20010,000 users, < $1M annual spend). You'll lead a high‑performing team of sellers (SSEs), align closely with Customer Success and Partners, and be accountable for pipeline creation, ACV growth, and expansion across new and existing customers. You'll be the senior point of contact for regional leadership on Service Collection performance, strategy, and execution.

Key responsibilities

• Own the Mid‑Market Service Collection GTM: Define and execute the sales strategy for Service Collection in mid‑market, including segmentation, territory design, and target account focus.
• Lead and develop a high‑performing team: Hire, coach, and develop AEs and Solution Sales Executives focused on Service Collection; drive consistent execution of value‑based selling, MEDDPICC/BANT, and account planning.
• Deliver predictable growth: Own pipeline and forecast for Service Collection in the segment; drive attainment of ACV, seat growth, and attach/expansion targets while maintaining strong deal hygiene and forecast accuracy.
• Orchestrate cross‑functional execution: Partner closely with CSMs (including pooled mid‑market CSMs), Marketing, Product Specialists, Solution Engineering, and Channel/Partner teams to run repeatable plays (e.g., QPEs, JSM‑in‑a‑Box, renewal‑anchored expansion).
• Champion the Service Collection story: Ensure your team positions Service Collection as a unified, AI‑enabled service platform (JSM + CSM + Assets + Rovo) that reduces tool sprawl, lowers TCO, and connects CX, IT, and Dev.
• Run programs and plays at scale: Implement and refine programmatic motions for mid‑market (e.g., quarterly prospecting events, displacement campaigns, pooled CSM plays) to systematically create and progress pipeline.
• Engage with key customers and executives: Support your team in strategic deals as executive sponsor; build relationships with CIO/CTO, Heads of Customer Support, IT Ops leaders, and other senior stakeholders.
• Provide market and product feedback: Act as the voice of mid‑market Service Collection back to Product, Pricing/Packaging, and central GTM teams; synthesize competitive insights (e.g., Zendesk, ServiceNow, Freshservice) and field feedback to shape roadmap and plays.
• Model Atlassian values: Foster an inclusive, collaborative, and performance‑driven culture aligned to Atlassian values and our distributed‑first ways of working.

• 10+ years of experience in B2B SaaS sales, preferably in enterprise service management including 5+ years in sales leadership roles (managing AEs/SSEs or similar quota‑carrying teams).
• Demonstrated success owning segment‑level GTM execution, including territory design, segmentation, and account planning.
• Experience driving predictable pipeline and ACV growth, with strong command of sales methodologies (e.g., MEDDPICC, BANT, value‑based selling).
• History of building, coaching, and developing high‑performing sales teams in a distributed / hybrid environment.","marks
• Demonstrated ability to orchestrate cross‑functional plays with Customer Success, Marketing, Solution Engineering, and Channel/Partner teams.
• Strong executive presence and experience engaging CIO/CTO, Heads of Support/Customer Experience, and other senior stakeholders.
• Excellent communication and storytelling skills, with ability to champion a clear product/portfolio narrative internally and with customers.