Service Collection Sales Director MM - Americas Solution Sales

Working at Atlassian
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About the role
Atlassian's mission is to unleash the potential of every team. Our Service Collection brings together Jira Service Management, Customer Service Management, Rovo AI agents, and Assets into a unified cloud platform built on Jira and Confluence. Mid-market (200-10,000 users, < $1M annual spend) is our fastest-growing segment and a strategic priority for Service Collection growth.
As the Service Collection Mid-Market Sales Leader/Director, you will own the go-to-market strategy and execution for Service Collection across the mid-market segment (200-10,000 users, < $1M annual spend). You'll lead a high-performing team of sellers (SSEs), align closely with Customer Success and Partners, and be accountable for pipeline creation, ACV growth, and expansion across new and existing customers. You'll be the senior point of contact for regional leadership on Service Collection performance, strategy, and execution.
Key responsibilities

• Own the Mid-Market Service Collection GTM: Define and execute the sales strategy for Service Collection in mid-market, including segmentation, territory design, and target account focus.
• Lead and develop a high-performing team: Hire, coach, and develop AEs and Solution Sales Executives focused on Service Collection; drive consistent execution of value-based selling, MEDDPICC/BANT, and account planning.
• Deliver predictable growth: Own pipeline and forecast for Service Collection in the segment; drive attainment of ACV, seat growth, and attach/expansion targets while maintaining strong deal hygiene and forecast accuracy.
• Orchestrate cross-functional execution: Partner closely with CSMs (including pooled mid-market CSMs), Marketing, Product Specialists, Solution Engineering, and Channel/Partner teams to run repeatable plays (e.g., QPEs, JSM-in-a-Box, renewal-anchored expansion).
• Champion the Service Collection story: Ensure your team positions Service Collection as a unified, AI-enabled service platform (JSM + CSM + Assets + Rovo) that reduces tool sprawl, lowers TCO, and connects CX, IT, and Dev.
• Run programs and plays at scale: Implement and refine programmatic motions for mid-market (e.g., quarterly prospecting events, displacement campaigns, pooled CSM plays) to systematically create and progress pipeline.
• Engage with key customers and executives: Support your team in strategic deals as executive sponsor; build relationships with CIO/CTO, Heads of Customer Support, IT Ops leaders, and other senior stakeholders.
• Provide market and product feedback: Act as the voice of mid-market Service Collection back to Product, Pricing/Packaging, and central GTM teams; synthesize competitive insights (e.g., Zendesk, ServiceNow, Freshservice) and field feedback to shape roadmap and plays.
• Model Atlassian values: Foster an inclusive, collaborative, and performance-driven culture aligned to Atlassian values and our distributed-first ways of working.

• 10+ years of experience in B2B SaaS sales, preferably in enterprise service management including 5+ years in sales leadership roles (managing AEs/SSEs or similar quota-carrying teams).
• Demonstrated success owning segment-level GTM execution, including territory design, segmentation, and account planning.
• Experience driving predictable pipeline and ACV growth, with strong command of sales methodologies (e.g., MEDDPICC, BANT, value-based selling).
• History of building, coaching, and developing high-performing sales teams in a distributed / hybrid environment.","marks
• Demonstrated ability to orchestrate cross-functional plays with Customer Success, Marketing, Solution Engineering, and Channel/Partner teams.
• Strong executive presence and experience engaging CIO/CTO, Heads of Support/Customer Experience, and other senior stakeholders.
• Excellent communication and storytelling skills, with ability to champion a clear product/portfolio narrative internally and with customers.

Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience.
In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
Zone A: USD 267300 - USD 328900
Zone B: USD 241200 - USD 296010
Zone C: USD 222300 - USD 272987
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
Benefits & Perks
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits .
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .