Enterprise Sales Lead

About the role

You will own the end-to-end sales cycle for high-value enterprise engagements, acting as the primary commercial leader responsible for discovering strategic client challenges and translating them into tailored transformation programs. You will position Valiantys as the indispensable partner for organizations seeking to maximize the value of the Atlassian System of Work through expert consulting and service delivery. This role requires you to orchestrate cross-functional collaboration between consultants, delivery managers, and partners to ensure solution fit and client success. You will leverage value-based selling and a Win-Win-Win framework to build compelling business cases that resonate with C-level decision-makers. You will be accountable for growing strategic accounts, pursuing new business within defined whitespace, and consistently exceeding revenue targets in complex, multi-year consulting environments. This position demands resilience, intellectual curiosity, and the ability to navigate enterprise procurement dynamics with confidence and integrity.

Key facts

What you'll do

Develop and execute a comprehensive territory plan that identifies key prospects, defines strategic objectives, and allocates marketing and sales resources to maximize pipeline generation and conversion.

Pursue new business opportunities within strategic enterprise accounts and whitespace prospects, ensuring that at least 75 percent of your activity is dedicated to new client acquisition and market expansion.

Lead discovery and advisory discussions with senior stakeholders to uncover business challenges, transformation priorities, and untapped value within existing operating models.

Partner with internal consultants and delivery leaders to design, scope, and propose high-impact service solutions that are tightly aligned with client business objectives and expected outcomes.

Identify, qualify, and shape complex consulting and service opportunities, building a clear decision-making map that connects stakeholder needs to Valiantys capabilities.

Build and maintain long-term client relationships through consistent, high-touch communication, fostering trust, loyalty, and measurable satisfaction across executive and operational audiences.

Lead complex sales scenarios by collaborating with client C-suite leaders, senior management, and internal teams to address concerns, overcome objections, and secure mutually beneficial agreements.

Collaborate with strategic partners and co-selling allies to develop joint value propositions, expand reach, and create incremental business opportunities that benefit all parties.

Support and occasionally own the delivery of presentations, product demonstrations, and proof-of-concept narratives that clearly articulate transformation impact and return on investment.

Submit accurate sales forecasts, opportunity reports, and pipeline updates, ensuring alignment with internal standards, timelines, and performance expectations.

Contribute to strategic and account planning by analyzing client engagement data, identifying growth levers, and recommending strategies for long-term portfolio expansion.

Monitor the performance of your assigned portfolio on a regular basis, adjusting strategies, resource allocation, and tactics to meet or exceed predefined sales targets.

Ensure compliance with reporting standards, financial policies, and governance processes, overseeing key financial metrics related to revenue recognition and deal profitability.

Stay current on product knowledge, market trends, and Atlassian solution roadmaps to provide informed recommendations and maintain credibility with technical and executive stakeholders.

Obtain and maintain relevant certifications, including Atlassian accreditation, to reinforce expertise, support sales efforts, and strengthen partner and client confidence.

Lead and participate in internal team meetings, establishing effective rituals, sharing insights, and fostering collaboration across account management and delivery functions.

Requirements

You bring 5-10 years of experience in IT or professional services sales, with a strong background in consulting, cloud transformation, or enterprise solution delivery.

You have a proven record of selling high-value, multi-year consulting engagements rather than software licenses, and you are comfortable hunting and developing new enterprise accounts where prospecting forms a significant portion of your activity.

You are target-driven and consistently perform in a performance-oriented environment, converting opportunities into results with discipline, focus, and accountability.

You possess strong strategic thinking capabilities, developing and executing account and territory plans based on data, market insights, and competitive intelligence.

You have demonstrated success in navigating complex sales cycles, managing multiple stakeholders, and closing high-value deals within extended decision-making processes.

You naturally build trust and long-term relationships with C-level executives and key stakeholders through a consultative, client-centric approach that emphasizes outcomes over transactions.

You are comfortable working with Atlassian tools and understand enterprise service management, digital transformation, and agile delivery concepts, even if expertise in these areas is still developing.

You communicate with clarity, precision, and influence, adapting your style to engage effectively with both technical specialists and senior leadership.

Nice to have

Experience working with federal or highly regulated organizations, understanding the unique compliance, security, and governance considerations that these environments require.

A track record of collaborating effectively with partners and alliances, including experience driving co-selling initiatives that expand reach and create incremental revenue.

Familiarity with value-based selling frameworks and Win-Win-Win positioning, and the ability to articulate how client, partner, and company interests align around shared outcomes.

Practical notes

This is a full-time permanent position based in Amsterdam. The role may require travel to client sites and regional meetings as needed. Candidates must be eligible to work in the Netherlands and comply with local visa requirements. The recruitment process will be conducted in English, and the successful candidate is expected to uphold the company's standards of professionalism, confidentiality, and ethical conduct in all interactions.