Account Executive - WX (Work Transformation)

What you'll do:

Drive the entire sales cycle from first conversation to close across WX's service lines: agile transformation, ITSM, digital workplace, and AI-enabled work management

Develop and maintain a pipeline at 3x quota target

Help clients define and execute work transformation strategies: modern ways of working, AI adoption (including Rovo), and measurable gains in productivity and employee experience

Understand a client's operational challenges and pain points, and translate them into the right combination of advisory, implementation, and managed services

Position Atlassian (Jira, Confluence, Jira Service Management, Rovo) as the platform of choice for enterprise work transformation and know when a complementary platform or partner product belongs in the conversation

Build genuine, partner-of-choice relationships with Atlassian sales, channel, and alliance teams through joint planning, QBRs, and co-sell motions

Work with marketing, solution advisory and delivery to shape campaigns, account strategies, and pipeline generation aligned to WX growth targets

Coordinate proposals, deal structuring, and a clean handoff to delivery once a deal closes

Show up at Atlassian ecosystem events — Team, community events, user groups — and other industry conferences to build relationships and pipeline

Bring qualification discipline and a mutual close plan to every deal; don't let deals stall

Help shape WX's go-to-market strategy by flagging what you're hearing in the market and in client discussions

Use CRM and sales intelligence tools (Salesforce, Gong, etc.) to work efficiently at scale

Deliver accurate, timely forecasting and pipeline reporting to practice leadership

Hit the numbers: partner meetings, prospect meetings, pipeline generated, services revenue booked

Qualifications and Skills:

5+ years selling consulting or transformation services

Direct experience selling Atlassian-related services at a Solution Partner, ISV, or Atlassian itself strongly preferred

Comfortable positioning advisory and implementation services in enterprise environments where speed, AI adoption, and business value are the differentiators

Able to talk through a multi-year Atlassian adoption roadmap as a natural part of the sales conversation, not a side pitch

Working knowledge of agile transformation, ITSM, digital workplace design, and AI-enabled work management

Strong communicator and presenter who builds trusted relationships with clients and partners alike

Proactive, self-directed, and results-oriented — you don't wait to be handed pipeline

Track record building pipeline from scratch and growing strategic accounts

Comfortable operating in complex, globally distributed enterprise environments