Account Executive, Enterprise, Benelux and Nordics

Overview

Working at Atlassian
Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
This is a remote, field sales position. To help our teams work together effectively we’re looking for someone based in the Netherlands.

At Atlassian, we work with over 300,000 customers worldwide, including NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. We are making significant investments into our Benelux and Nordics Public Sector vertical — with a growing presence across central government, health, local and regional government, and public services agencies.

Governments across the Netherlands and the Nordics are pursuing cloud-first and digital-government mandates, and Atlassian’s System of Work is a force multiplier enabling public bodies to modernise public services at pace.
What makes us unique is our belief in our value of ‘play as a team’. We support each other, celebrate wins together and share knowledge. Our employees work with Atlassian, not for Atlassian.
As an Account Executive, Enterprise, you’ll be responsible for deeply understanding your customers across the Benelux and Nordics Public Sector — how they leverage Atlassian’s suite for portfolio delivery, DevOps productivity, ITSM/ESM, knowledge management, and secure collaboration. You’ll nurture and grow existing relationships rooted in our established install base while building new ones, and you’ll collaborate with internal teams, Channel Partners, Solution Partners, Product Specialists, Solution Engineers, and hyperscalers (e.g., AWS) to ensure customer success.
Are you customer-obsessed, creative, and have a hunter mindset? Are you excited by identifying business needs and creating solutions for the region’s most strategic government organisations? If yes, we’d love to have you on our team!

Responsibilities

Responsibilities
In this role, you will:

• Develop and implement strategic Account and Territory plans to maximise expansion opportunities across Atlassian’s product portfolio, with a focus on advancing cloud migrations, driving adoption of Jira Service Management, Atlassian Guard, and Rovo, and positioning Atlassian’s System of Work in a government context

• Identify and qualify leads, build relationships with decision makers — including Digital leaders, CIOs, CDOs, and senior civil servants across national, regional, and municipal government — understand customer needs, deliver sales presentations, negotiate contracts, and close deals

• Develop C-level and senior executive relationships across your accounts

• Act as the customer account lead, setting direction and guiding orchestration for all cross-functional teams engaging with your customers on their Atlassian journey

• Navigate EU and national public procurement frameworks — including EU public procurement directives, Dutch tendering rules (Aanbestedingswet / TenderNed), and Nordic e-procurement channels — as well as government spend controls, to position Atlassian for framework listings and direct awards

• Serve as a critical liaison between Atlassian’s product and engineering executives and government customers, helping shape roadmap direction on sovereignty, data residency, compliance, and AI adoption

• Provide accurate forecasting, account planning, and pipeline reporting to management

• Run strategy plays to identify opportunities and build long-term relationships across complex sales cycles

• Stay updated on industry trends, government policy, and competitors to maintain a competitive edge

• Travel to meet clients and attend industry events across the Benelux and Nordics

Qualifications

More about you:

• 8+ years of quota-carrying enterprise software sales experience, with a strong focus on public sector / public services accounts in the Netherlands (central, regional, and local government, health, or public agencies). Experience across the Nordics (Sweden, Denmark, Norway, Finland) is a strong plus

• Strong relationships with Dutch government bodies and public services organisations, and ideally Nordic public sector counterparts, plus Systems Integrators (e.g., Accenture, Deloitte, Sopra Steria) and approved public sector resellers

• Deep knowledge of EU and national public procurement frameworks and routes to market — including EU procurement directives, the Dutch Aanbestedingswet and TenderNed, and Nordic public tenderi