Enterprise Account Executive – Southern Europe | Atlassian

About Atlassian

At Atlassian, our mission is simple: to unleash the potential of every team.

Our software powers collaboration and productivity for more than 300,000 customers worldwide, including:

• NASA

• IBM

• HubSpot

• Samsung

• Booking.com

• Heineken

• IKEA

• Coca-Cola

We believe in the power of teamwork and operate under the philosophy of "Play as a Team." We support one another, celebrate wins together, and share knowledge openly.

Atlassians work with Atlassian, not for Atlassian.

Flexible Work Philosophy

Atlassian empowers employees to choose where they work:

• Fully remote

• Office-based

• Hybrid

This flexibility helps employees balance family commitments, personal goals, and professional responsibilities.

Location

This is a remote field sales position.

To facilitate collaboration across teams, candidates should be based in the United Kingdom.

Position Overview

Enterprise Account Executive

As an Enterprise Account Executive, you will be responsible for driving expansion and growth within enterprise accounts across Southern Europe.

You will build strategic relationships with executive stakeholders, manage complex sales cycles, collaborate with internal teams, and develop account strategies that maximize customer success and revenue growth.

This role is ideal for a consultative sales professional with a strong hunter mentality who enjoys solving business challenges for large enterprise organizations.

Key Responsibilities

Strategic Account Management

• Develop and execute territory and named-account strategies.

• Create account plans designed to maximize expansion opportunities across Atlassian's product portfolio.

• Serve as the primary point of contact for designated enterprise customers.

Business Development & Revenue Growth

• Identify and qualify new business opportunities.

• Develop strategic sales plans aligned with company growth objectives.

• Build and maintain a strong sales pipeline.

• Manage complex enterprise sales cycles from prospecting to close.

Executive Relationship Building

• Establish trusted relationships with:

  • C-suite executives

  • Senior business leaders

  • Technology decision-makers

• Understand customer business challenges and strategic priorities.

• Position Atlassian solutions to address customer needs and drive measurable value.

Consultative Selling

• Conduct discovery conversations and solution presentations.

• Propose tailored solutions aligned with customer objectives.

• Run strategic sales plays that uncover growth opportunities.

Contract Negotiation & Closing

• Lead commercial negotiations.

• Manage pricing discussions and contract agreements.

• Close strategic enterprise opportunities.

Cross-Functional Collaboration

Work closely with:

• Channel Partners

• Product Specialists

• Account Managers

• Solution Engineers

• Marketing Teams

• Customer Success Teams

Ensure successful customer outcomes and long-term account growth.

Forecasting & Sales Operations

• Maintain accurate forecasting and account planning.

• Report pipeline performance and sales metrics to leadership.

• Utilize CRM systems to track activities and opportunities.

Market Intelligence

• Stay informed on:

  • Industry trends

  • Competitive landscape

  • Emerging technologies

  • Customer priorities

Travel

• Travel as needed to meet customers and attend industry events.

Required Qualifications

Sales Experience

• 8+ years of quota-carrying enterprise software sales experience.

• Proven success growing and expanding enterprise accounts.

• Experience managing complex and strategic sales opportunities.

Geographic Expertise

• Extensive experience selling into enterprise organizations across Southern Europe, including:

  • Italy

  • Spain

  • Portugal

Language Skills

• Fluent in English.

• Fluent in either:

  • Italian, or

  • Spanish

Executive Engagement

• Strong experience building and maintaining C-level relationships.

• Ability to influence executive stakeholders and strategic decision-makers.

Sales Leadership

• Experience leading account teams and coordinating cross-functional resources.

• Ability to orchestrate internal stakeholders around customer success initiatives.

CRM & Sales Planning

• Strong CRM proficiency.

• Experience building territory plans and strategic account plans.

• Ability to forecast accurately and manage pipeline performance.

Consultative Selling Skills

• Strong discovery and needs-analysis capabilities.

• Ability to uncover new opportunities through a consultative approach.

• Demonstrated ability to exceed sales targets consistently.

Preferred Qualifications

• Experience within a specific industry vertical.

• Strong understanding of enterprise software ecosystems.

• Experience working through channel partnerships.

• Ability to navigate highly matrixed organizations.

Ideal Candidate Profile

Successful candidates typically demonstrate:

Hunter Mentality

• Proactive opportunity generation.

• Strong business development instincts.

• Passion for creating new growth opportunities.

Customer-Centric Approach

• Focus on delivering long-term customer value.

• Ability to deeply understand customer challenges and objectives.

Leadership & Collaboration

• Excellent stakeholder management skills.

• Ability to influence without direct authority.

• Strong cross-functional partnership mindset.

Growth Mindset

• Continuous learner.

• Curious and adaptable.

• Open to feedback and professional development.

Team-Oriented Culture Fit

• Contributes positively to team culture.

• Shares knowledge and best practices.

• Embodies Atlassian's "Play as a Team" philosophy.

Benefits & Perks

Atlassian provides a comprehensive benefits package designed to support employees and their families.

Benefits Include

• Health and wellbeing programs

• Flexible work arrangements

• Paid volunteer days

• Professional development opportunities

• Employee support resources

• Community engagement initiatives

Why Join Atlassian?

Joining Atlassian means becoming part of a company trusted by hundreds of thousands of organizations worldwide.

You'll have the opportunity to:

• Work with some of the world's most recognized enterprise brands.

• Help customers transform how teams collaborate.

• Build strategic executive relationships.

• Drive meaningful business outcomes.

• Thrive in a collaborative, inclusive, and flexible culture.

Diversity, Equity & Inclusion

Atlassian is committed to creating an inclusive workplace where everyone can contribute and succeed.

We do not discriminate on the basis of:

• Race

• Religion

• National origin

• Gender identity or expression

• Sexual orientation

• Age

• Marital status

• Veteran status

• Disability status

• Any other protected characteristic

All applicant information is handled confidentially in accordance with Equal Employment Opportunity (EEO) guidelines.

Accommodations

Atlassian is committed to providing accommodations throughout the recruitment process.

Candidates requiring adjustments or support are encouraged to inform the Recruitment Team at any stage of the hiring process.

Company Mission

Atlassian's products make teamwork possible at scale.

By enabling collaboration across organizations worldwide, we help teams accomplish together what would be impossible alone.

Our mission remains at the center of everything we do:

Unleash the potential of every team.