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 tendering and e-procurement systems
Experience navigating government digital and service standards, cloud security guidance, and secure-by-design requirements relevant to Dutch and EU public sector (e.g., BIO – Baseline Informatiebeveiliging Overheid, and ENISA / EU cloud security guidance)
Understanding of EU and national data classification regimes and how cloud platforms can be positioned across classification tiers
Proven track record of exceeding performance targets and growing enterprise accounts
Experience engaging C-level and senior public sector stakeholders with a consultative, relationship-oriented approach
Know how to create alignment and orchestrate internal account teams across a matrix organisation
Experience using CRM, pipeline management, and analytics tools
Fluency in Dutch and English is required; a Nordic language is a plus
You have a learner mindset and contribute to team culture in a positive, impactful way
It Would Be Great If You Also Had
Experience transitioning government customers from on-premise Data Centre deployments to commercial Cloud or sovereign/isolated cloud solutions
Understanding of EU and Dutch data sovereignty, residency, and jurisdictional requirements (including GDPR and EU data-residency expectations)
Eligibility to obtain any security screening or clearance required by Dutch or EU public sector customers (e.g., VOG – Verklaring Omtrent het Gedrag, or national security screening)
Entrepreneurial spirit — this role will help shape a Benelux and Nordics Public Sector operating model from the ground up
Background in some or all of Atlassian’s products — Jira, Confluence, Jira Service Management, Bitbucket, Atlassian Guard, Rovo
Experience selling DevSecOps, ITSM, or enterprise collaboration solutions into regulated environments
Familiarity with the Dutch and EU government digital community — e.g., programmes such as the Dutch digital government agenda, ICTU, VNG (municipalities), and EU-level digital government initiatives, as well as relevant Nordic digital-government bodies
Experience with partner-led delivery models, including joint GTM with Systems Integrators and hyperscalers (e.g., AWS Marketplace)
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.
In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.
