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The Muse Logo The Muse · IT - Software Development

Senior Solution Sales Executive

United States, San Francisco · Job Posted June 10, 2026
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Job Description

As an Enterprise Solution Sales Executive for Jira Service Management (JSM), you will serve as a subject matter expert in IT Service Management (ITSM) and Enterprise Service Management (ESM). You'll drive new sales motions and coselling initiatives, collaborating closely with our account teams to identify opportunities and develop tailored Atlassian solutions. This role is crucial in advancing Atlassian's solution sales goals for our Service Collection and involves working with a globally distributed team. You'll focus on large Enterprise customers, leading complex, value-based sales cycles and displacing legacy ITSM tools with modern, cloud-first solutions built on Jira Service Management.

Job Responsibility

  • Expert Product Selling: 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
  • Own EndtoEnd JSM Sales Motions: Lead the full sales cycle for JSM-focused opportunities in your territory from prospecting and discovery through solution design, business case, negotiations, and close
  • Sales Strategy Development: 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
  • Customer Engagement & Value Selling: 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)
  • Competitive Takeouts & Cloud Migrations: Lead competitive campaigns against incumbent ITSM vendors (e.g., ServiceNow, BMC, Ivanti) and drive cloudfirst motions, including migrations from Jira Service Management Data Center to Cloud
  • CrossFunctional Collaboration: Partner closely with Solution Engineers, Customer Success, Marketing, and our Partner Ecosystem to align on plays, run coselling motions, and ensure successful customer adoption and expansion
  • Forecasting & Pipeline Management: Build, manage, and accurately forecast a robust pipeline in your territory, applying MEDDPICC (or similar valuebased methodology) to drive deal progression and predictability
  • Field & Product Feedback Loop: 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 gotomarket 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 multistakeholder, 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 crossfunctional

What we offer

  • Health and wellbeing resources
  • Paid volunteer days
  • Health Insurance
  • Dental Insurance
  • Vision Insurance
  • Life Insurance
  • Short-Term Disability
  • Long-Term Disability
  • FSA
  • HSA With Employer Contribution
  • Fitness Subsidies
  • Mental Health Benefits
  • On-Site Gym
  • HSA
  • Adoption Leave
  • Birth Parent or Maternity Leave
  • Non-Birth Parent or Paternity Leave
  • Fertility Benefits
  • Adoption Assistance Program
  • Family Support Resources
  • Flexible Work Hours
  • Remote Work Opportunities
  • Hybrid Work Opportunities
  • Work-From-Home Stipend
  • Holiday Events
  • Casual Dress
  • Pet-friendly Office
  • Happy Hours
  • Snacks
  • Some Meals Provided
  • On-Site Cafeteria
  • Paid Vacation
  • Paid Holidays
  • Personal/Sick Days
  • Volunteer Time Off
  • Leave of Absence
  • 401(K) With Company Matching
  • Company Equity
  • Performance Bonus
  • Relocation Assistance
  • Financial Counseling
  • Access to Online Courses
  • Internship Program
  • Leadership Training Program
  • Tuition Reimbursement
  • Learning and Development Stipend
  • Promote From Within
  • Founder led
  • Employee Resource Groups (ERG)
  • Diversity, Equity, and Inclusion Program
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