Account Executive – Work Transformation

This is a fully remote position, open to applicants in Texas.

📋 Description

• Lead the complete sales cycle from the initial conversation to closing across WX's service offerings: agile transformation, ITSM, digital workplace, and AI-enabled work management.

• Establish and sustain a pipeline at three times the quota target.

• Assist clients in defining and implementing work transformation strategies, including modern working methodologies, AI adoption (featuring Rovo), and quantifiable improvements in productivity and employee experience.

• Comprehend a client's operational challenges and pain points, translating them into the appropriate mix of advisory, implementation, and managed services.

• Advocate for Atlassian (Jira, Confluence, Jira Service Management, Rovo) as the preferred platform for enterprise work transformation and recognize when to incorporate complementary platforms or partner products into discussions.

• Foster authentic, partner-of-choice relationships with Atlassian sales, channel, and alliance teams through collaborative planning, quarterly business reviews (QBRs), and co-selling initiatives.

• Collaborate with marketing, solution advisory, and delivery teams to design campaigns, account strategies, and pipeline generation that align with WX's growth objectives.

• Oversee proposals, deal structuring, and ensure a seamless transition to delivery once a deal is finalized.

• Participate in Atlassian ecosystem events — Team, community events, user groups — and other industry conferences to enhance relationships and pipeline.

• Maintain qualification discipline and implement a mutual close plan for every deal; prevent deals from stalling.

• Contribute to shaping WX's go-to-market strategy by sharing insights from market and client discussions.

• Utilize CRM and sales intelligence tools (Salesforce, Gong, etc.) to operate efficiently at scale.

• Provide precise and timely forecasting and pipeline reporting to practice leadership.

• Achieve targets: partner meetings, prospect meetings, pipeline generated, and services revenue booked.

⛳️ Requirements

• A minimum of 5 years of experience in selling consulting or transformation services.

• Direct experience in selling Atlassian-related services at a Solution Partner, ISV, or Atlassian itself is highly preferred.

• Comfortable positioning advisory and implementation services in enterprise settings where speed, AI adoption, and business value are critical differentiators.

• Capable of discussing a multi-year Atlassian adoption roadmap as a natural component of the sales dialogue, rather than as an ancillary pitch.

• Familiarity with agile transformation, ITSM, digital workplace design, and AI-enabled work management.

• Excellent communicator and presenter who builds trusted relationships with clients and partners.

• Proactive, self-motivated, and results-driven — you take initiative in developing pipeline.

• Proven track record of building pipeline from the ground up and expanding strategic accounts.

• Comfortable functioning in complex, globally distributed enterprise environments.

🏝️ Benefits

• Notice of E-Verify Participation: This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. If E-Verify cannot confirm that you are authorized to work, this employer is required to provide you with written instructions and an opportunity to contact the Department of Homeland Security (DHS) or Social Security Administration (SSA) so that you can resolve the issue before the employer can take any actions against you, including termination of employment. Employers can only utilize E-Verify once you have accepted a job offer and completed the Form I-9.

• Right to Work Notice: If you possess the skills, experience, and legal right to work, your citizenship or immigration status should not pose an obstacle. Similarly, your place of birth or any other aspect of your national origin should not hinder your application.