Enterprise Net New Logo Account Executive

Responsibilities: Develop and execute named account and territory plans to acquire net-new logos and establish Atlassian footprints Build and execute strategic sales plans to generate and convert net-new pipeline to meet sales targets Identify, qualify, and pursue net-new prospects through research, engaging decision-makers, and closing deals Build relationships with C-level stakeholders to position Atlassian as a strategic partner Understand prospect pain points and map Atlassian solutions to business outcomes including JSM/ITSM displacement Collaborate cross-functionally with Channel, SEs, Marketing, and SDRs to accelerate new logo acquisition Lead contract negotiations and pricing discussions for initial agreements and long-term growth Maintain disciplined pipeline hygiene and provide weekly deal updates and forecasts Stay current on industry trends and competitive landscape to sharpen displacement messaging Travel to meet prospects and attend industry events to accelerate deal cycles Own territory strategies for named accounts, identifying whitespace and prioritizing high-potential pursuits Serve as primary Atlassian contact for net-new prospects from outreach to close Run repeatable GTM plays to build a predictable pipeline engine Navigate complex multi-stakeholder sales cycles with cross-functional coordination

Key requirements: 6+ years of quota-carrying Enterprise Software Sales experience with a focus on new business acquisition Proven track record of creating pipeline from scratch in greenfield or underpenetrated territories with >4x quota in opportunities Experience engaging executive relationships at prospective accounts Experience leading cross-functional pursuit teams to execute new logo strategies Experience navigating complex, multi-stakeholder sales cycles including displacement scenarios Extensive experience using Salesforce to maintain pipeline hygiene and forecasting Ability to develop and execute territory and named account plans focusing on whitespace Experience running repeatable GTM plays and prospecting motions Consultative, solution-oriented approach to uncover pain points and map solutions to outcomes Proven track record of meeting or exceeding new business targets and contributing to team culture Learner mindset and ability to stay current on product capabilities and buyer personas Ability to source opportunities through internal and external stakeholders customer-focused collaborative consultative selling hunter mindset strong communication with executive audiences Salesforce CRM