Account Executive, Enterprise, Benelux and Nordics Sales

Atlassian is hiring for a remote field sales position based in the Netherlands, focused on the Benelux and Nordics Public Sector. Atlassians can choose where they work — whether in an office, from home, or a combination of the two — as part of a distributed-first company.

Atlassian works with over 300,000 customers worldwide and is making significant investments in its 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 helps public bodies modernise public services at pace.

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 Atlassian’s established install base while building new ones, and you’ll collaborate with internal teams, Channel Partners, Solution Partners, Product Specialists, Solution Engineers, and hyperscalers such as AWS to ensure customer success.

Atlassian values teamwork, knowledge sharing, and celebrating wins together. The role suits someone who is customer-obsessed, creative, and motivated by identifying business needs and creating solutions for strategic government organisations.

Responsibilities

• 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

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 help you engage with your local community. Offerings include health and wellbeing resources and paid volunteer days.

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.