Account Executive, Enterprise New Logo UKI

• Acquire net new logos for Atlassian across Enterprise accounts in the UKI market. • Build and nurture relationships with key stakeholders, negotiate complex contracts, and collaborate with Channel Partners, Product Specialists, Account Managers, and Solution Engineers. • Work with over 300,000 customers worldwide including NASA, IBM, Samsung, IKEA, and Coca-Cola. • Enjoy strong earning potential supported by a vast enterprise market and consistent customer preference for Atlassian products. • Work remotely from the UK in a distributed-first company.

• Have 6+ years of quota-carrying Enterprise Software Sales experience with a strong emphasis on new business acquisition and hunting net new logos in the UK. • Have a proven track record of building pipeline from scratch in greenfield or under-penetrated territories, consistently generating over 4x of quota in piped opportunities. • Have experience engaging and building C-level and executive relationships at prospective accounts, earning trust from the first interaction. • Have experience orchestrating cross-functional pursuit teams, aligning Solutions Engineers, Channel, Marketing, SDRs, and leadership to execute coordinated new logo strategies. • Have experience navigating complex, multi-stakeholder sales cycles from initial prospecting through close, including competitive displacement scenarios. • Have extensive experience using CRM tools such as Salesforce to maintain disciplined pipeline hygiene, accurate forecasting, and weekly deal cadence. • Demonstrate the ability to build and execute territory and named account plans focused on identifying whitespace and prioritising high-potential new logo pursuits. • Have experience running repeatable GTM plays and prospecting motions to create a predictable pipeline engine. • Proactively engage prospects with a consultative, solution-oriented approach, uncovering pain points and mapping Atlassian solutions to business outcomes. • Have a proven track record of meeting or exceeding new business targets including pipeline generation, win rates, and closed net new ACV. • Contribute positively to overall team culture, sharing best practices, deal strategies, and competitive insights. • Stay current on product capabilities, competitive landscape, and evolving buyer personas.

• Have experience with competitive displacement scenarios such as replacing ServiceNow. • Have experience proposing JSM/ITSM displacement opportunities and expansion into non-IT functions such as HR/People Ops and Marketing. • Have an existing network of internal and external stakeholders including Channel partners and industry contacts to source and accelerate opportunities. • Have experience attending industry events to build pipeline and accelerate deal cycles.

• Develop and execute named Account and Territory plans focused on acquiring net new logos, penetrating greenfield accounts, and landing initial Atlassian footprints across a wide portfolio of products. • Build and execute strategic sales plans to generate and convert net new pipeline and achieve company sales goals and targets. • Identify, qualify, and pursue net new prospects by researching target accounts, engaging key decision-makers, delivering compelling sales presentations, navigating complex procurement processes, negotiating contracts, and closing deals. • Build relationships with C-level and executive stakeholders at target accounts, establishing Atlassian as a strategic partner from the first engagement. • Deeply understand prospect pain points and business challenges, proposing tailored Atlassian solutions to win new business. • Collaborate cross-functionally with Channel, SEs, Marketing, and Sales Development to build coordinated pursuit strategies and accelerate new logo acquisition. • Lead contract negotiations and pricing discussions to close initial agreements and set the foundation for long-term account growth. • Maintain disciplined pipeline hygiene and accurate forecasting, providing weekly deal updates and forecast submissions. • Travel to meet prospects and attend industry events to build pipeline and accelerate deal cycles. • Serve as the primary Atlassian point of contact for net new prospects, owning the relationship from initial outreach through close. • Run repeatable GTM plays to identify and qualify new opportunities, building a predictable pipeline engine.

• Work remotely from the UK. • Choose where you work — office, home, or a combination. • Receive Atlassian's wide range of perks and benefits including health coverage, wellness resources, and paid volunteer days. • Be eligible for benefits, bonuses, commissions, and equity.

Atlassian helps over 300,000 customers worldwide, including NASA, IBM, HubSpot, Samsung, and Coca-Cola, advance through the power of software that unleashes the potential of every team. Atlassian products are built on cloud and artificial intelligence, and the company is motivated by the common goal of unleashing the potential of every team.