JSM Solution Sales Executive, SMB

Atlassian is a company focused on unleashing the potential of every team through their software products. They are seeking a JSM Solution Sales Executive to manage the sales cycle for Jira Service Management, develop territory plans, and act as a subject matter expert to optimize customer experiences.

Responsibilities:

• Own the end-to-end sales cycle for Service Collection (JSM, CSM, Assets, Rovo Agents) — from prospecting and discovery through technical validation, quoting, and closing — across your assigned SMB account territory
• Develop and execute territory plans to maximize pipeline generation and ACV growth for JSM within SMB+ accounts, prioritizing high-potential opportunities through outbound motions
• Serve as the JSM/ITSM subject matter expert, positioning JSM against competitors and running consultative discovery to validate ITSM/ESM fit, workflows, and use cases
• Co-sell with SMB+ Account Executives, Solution Engineers, and Channel Partners to progress multi-product opportunities; support partner-led pipeline and co-sell alignment throughout the deal cycle
• Identify cross-sell and expansion opportunities across departments (IT, HR, Facilities, Finance, Legal) by assessing JSM maturity and recommending upgrades, Assets, Automation, Incident Management, and Change Management capabilities
• Facilitate value-based demos and solution walkthroughs, building compelling business cases that demonstrate ROI and address complex workflow requirements
• Maintain accurate pipeline hygiene, provide regular forecasts, and consistently meet or exceed KPIs
• Capture customer insights, competitive intelligence, and product feedback to inform Product, Engineering, and Marketing strategy — acting as the voice of the customer at scale
• Stay updated on industry trends, market dynamics, and competitor activities in the service management space

Requirements:

• 3+ years of quota-carrying B2B SaaS sales experience in a closing role, ideally within ITSM, ESM, or service management solutions
• Demonstrated experience with territory planning and account prioritization — building and executing plans that drive pipeline and revenue in a defined book of business
• Strong outbound prospecting strategies using various tools and plays, generating your own pipeline
• Experience with partner selling to drive deals in your territory
• Experience selling multiple products or solutions within a single deal cycle
• Familiarity with competitive ITSM/service management landscape
• Proven track record of meeting or exceeding performance targets and quota attainment
• Experience with structured sales methodologies such as MEDDPICC
• Strong consultative selling skills — ability to run discovery, identify pain points, and map solutions to business outcomes
• Proficiency in CRM tools (Salesforce preferred) and disciplined pipeline/forecast management
• Comfort working in a high-velocity SMB environment, balancing multiple concurrent opportunities