Act as a knowledge leader in ITSM and ESM industry trends to inform sales strategies and the positioning of Jira Service Management within the broader Atlassian platform.
Lead the full sales cycle for JSM-focused opportunities in your territory—from prospecting and discovery through solution design, business case, negotiations, and close.
Collaborate with Account Executives, Account Managers, and Sales Development to develop and execute territory and account strategies that drive net new revenue and expansion across Enterprise accounts.
Engage with customers to deeply understand their business drivers, service management pain points, and transformation priorities.
Build compelling value hypotheses and ROI cases that connect JSM to measurable outcomes (e.g., MTTR, change failure rate, agent productivity, cost per ticket).
Lead competitive campaigns against incumbent ITSM vendors (e.g., ServiceNow, BMC, Ivanti) and drive cloud‑first motions, including migrations from Jira Service Management Data Center to Cloud.
Partner closely with Solution Engineers, Customer Success, Marketing, and our Partner Ecosystem to align on plays, run co‑selling motions, and ensure successful customer adoption and expansion.
Build, manage, and accurately forecast a robust pipeline in your territory, applying MEDDPICC (or similar value‑based methodology) to drive deal progression and predictability.
Act as the voice of the customer to internal stakeholders, sharing insights on product gaps, competitive dynamics, and market trends to help shape Atlassian’s JSM roadmap and go‑to‑market strategy.

Requirements

Minimum 5+ years of enterprise software sales experience
Proven success selling ITSM, ESM, workflow/automation, digital transformation or other complex enterprise solutions.
Demonstrated track record of consistently meeting or exceeding quota in a high‑growth environment.
Strong understanding of ITSM/ESM industry trends and the competitive landscape.
Experience leading multi‑stakeholder, consultative sales cycles involving both business and technical buyers, including C‑level and VP‑level executives.
Excellent communication, storytelling, and presentation skills;
Comfortable engaging with CIO, VP IT Ops, Heads of Service Management, and technical evaluators.
Strong collaboration skills with cross‑functional

Benefits

health and wellbeing resources
paid volunteer days

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

ITSMESMworkflow automationdigital transformationsales cycle managementMEDDPICCJira Service Managementcloud migrationROI analysiscompetitive analysis

Soft Skills

communicationstorytellingpresentationcollaborationconsultative sellingcustomer engagementnegotiationleadershipstrategic thinkingrelationship building