Solution Sales Executive, TWC

Atlassians can choose where they work—whether in an office, from home, or a combination of the two. We believe people do their best work when they have control over supporting their personal goals, families, and priorities. Interviews and onboarding are conducted virtually as part of our distributed-first culture.

The Solution Sales organization is a team of specialized sellers driving complex, multi-product transformations across Atlassian’s highest-value customer accounts. Rather than selling single products in isolation, Solution Sales Executives own strategic collections that address enterprise-wide business challenges.

As a Teamwork Collection (TWC) Solution Sales Executive
, you will specialize in Atlassian’s core collaboration and modern work suite—uniting Jira, Confluence, Loom, and Rovo (powered by the Teamwork Graph). You will act as the strategic co-selling partner to core Account Executives (AEs) across Mid-Market and Enterprise segments, taking Atlassian beyond traditional engineering and IT teams into organization-wide, line-of-business adoption (Marketing, HR, Operations, Finance, and PMOs).

Lead Complex Solution Deals: Drive end-to-end specialist sales cycles for the Teamwork Collection, leading multi-product expansions, Cloud Enterprise tier upgrades, and wall-to-wall collaboration deployments.

Master Co-Selling & Orchestration: Partner closely with core Account Executives (who own the overall account relationship), Solutions Engineers (SEs), Enterprise Deal Operations (EDO), and Customer Success to uncover, qualify, and close high-ACV opportunities.

Drive Vendor Consolidation & Tech-to-Biz Expansion: Position TWC as the single system of work, winning competitive displacements against fragmented point solutions (e.g., Asana,  , Smartsheet, Notion, Miro, Vidyard).

Champion the AI & Async Workplace Story: Educate executive buyers on the power of AI-native team collaboration—demonstrating how Rovo agents, asynchronous video with Loom, and centralized knowledge management accelerate time-to-market and eliminate tool sprawl.

Execute with Methodology Rigor: Apply structured qualification methodologies (
MEDDPICC
, Command of the Message) to inspect deal health, identify economic buyers, build ROI/TCO business cases, and maintain high forecast predictability.

Partner with the Channel Ecosystem: Collaborate with Atlassian Solution Partners and Global System Integrators (GSIs like Accenture, Deloitte, and PwC) to accelerate customer migrations and expand deployment footprints.

In the United States
, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $176,081 - $229,883

Zone B: $158,473 - $206,895

Zone C: $146,147 - $190,803

In The United States
, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $176,081 - $229,883

Zone B: $158,473 - $206,895

Zone C: $146,147 - $190,803

5–7+ years of quota-carrying B2B SaaS closing experience
, with a consistent track record of meeting or exceeding annual targets ($800K–$1.5M+ ACV/ARR).

Domain expertise in Enterprise Collaboration / Work Management: Experience selling SaaS solutions in enterprise work management, productivity, collaboration, or workflow automation.

Collaborative Co-Selling / Overlay Track Record: Demonstrated ability to partner effectively with primary account owners, presales technical teams, and cross-functional partners in complex matrixed sales environments.

Enterprise Deal Craft: Proven success managing multi-threaded deals involving senior stakeholders (CIO, CTO, VP of Operations, PMO Leads, Head of Digital Workplace) and navigating…