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 identifying, shaping, and closing strategic opportunities that drive digital and agile transformation. You will serve as the trusted advisor to C-level stakeholders, translating complex organizational challenges into tailored service solutions that align with client business objectives. In this role, you will orchestrate internal consulting and delivery teams to ensure solution fit, seamless execution, and sustained client value realization across global accounts. You will leverage value-based selling and a Win-Win-Win positioning approach to create measurable impact for clients, partners, and Valiantys while expanding existing accounts beyond €2M in revenue. You will build and nurture long-term senior-level relationships, ensuring alignment between client expectations and delivery outcomes. You will contribute to the overall commercial strategy by analyzing market trends, competitor activity, and portfolio performance to refine go-to-market approaches. This role requires resilience, complex consultative selling skills, and the ability to operate independently in a fast-paced, high-visibility enterprise environment.

Key facts

What you'll do

Develop and execute a comprehensive territory sales plan for enterprise accounts, identifying key prospects, setting clear objectives, and allocating marketing and resources to maximize opportunity creation.

Pursue new business within strategic enterprise accounts and whitespace prospects, ensuring that new business generation represents a significant portion of your activity mix.

Lead discovery and advisory discussions with senior stakeholders to uncover business challenges, transformation priorities, and unmet needs.

Partner with internal consulting and delivery leaders to develop service proposals that are tightly aligned with customer objectives and expected business outcomes.

Identify, qualify, and shape complex consulting and professional services opportunities, designing high-impact transformation programs that address strategic client goals.

Build and maintain long-term client relationships through consistent communication, transparency, and trust-building with C-suite and senior management stakeholders.

Lead complex sales scenarios and negotiations, collaborating with internal teams to address client needs, overcome objections, and secure mutually beneficial agreements.

Collaborate with strategic partners and Atlassian stakeholders to drive co-selling initiatives, deepen partnerships, and create incremental business opportunities.

Ensure client satisfaction by proactively addressing concerns, managing expectations, and providing timely support throughout the engagement lifecycle.

Support and occasionally lead presentations, product demonstrations, and proof-of-concept sessions to prospective clients in a professional and compelling manner.

Submit accurate sales forecasts, pipeline updates, and performance reports, ensuring alignment with company standards and regional accuracy targets.

Contribute to strategic and account planning by offering data-driven insights and strategies for client engagement, retention, and long-term growth.

Monitor portfolio sales performance on a regular basis, adjusting strategies and tactics to meet or exceed defined targets and market opportunities.

Ensure compliance with reporting standards, financial policies, and governance processes while overseeing key financial metrics related to the portfolio.

Stay informed on product knowledge, market trends, and Atlassian solution capabilities to provide informed recommendations and thought leadership.

Obtain and maintain relevant certifications, including Atlassian accreditation, to support credibility, expertise, and sales effectiveness.

Lead and collaborate with cross-functional internal teams to ensure seamless service delivery, issue resolution, and high levels of client satisfaction.

Work collaboratively with other Account Managers to ensure cohesive regional strategies, share best practices, and enable scalable growth across the portfolio.

Participate in and lead team meetings, establishing effective rituals, sharing learnings, and fostering a high-performance collaborative culture.

Requirements

You have 7 years of experience in IT or professional services sales, ideally within consulting, cloud transformation, or enterprise solution delivery environments.

You have a proven record of selling high-value, multi-year consulting engagements rather than software licenses, with a strong history of enterprise account development.

You are capable of hunting and developing new enterprise accounts, where prospecting forms a significant portion of your daily activities and overall performance.

You demonstrate target-driven behavior and consistently excel in a performance-oriented environment, converting opportunities into measurable results.

You bring strong strategic thinking skills, developing and executing account and territory plans based on data, insights, and market intelligence.

You have the ability to navigate complex sales cycles, manage multiple stakeholders, and close high-value deals in regulated and enterprise contexts.

You naturally build trust and long-term relationships with C-level executives, key stakeholders, and senior decision-makers.

You are comfortable operating with autonomy, taking ownership of complex sales situations, and driving initiatives from conception to successful completion.

Nice to have

Experience with Atlassian tools and ecosystems, including familiarity with their product suite and solution offerings.

Proven success in selling transformation and organizational change programs to federal or highly regulated industries.

Background in enterprise service management (ESM), digital transformation, or agile delivery consulting.

Knowledge of consulting delivery models and professional services optimization within large-scale engagements.

Experience collaborating with strategic partners and managing co-selling initiatives in multi-vendor environments.

Practical notes

This position is based in Bern, Switzerland, with the possibility of full remote engagement depending on individual circumstances and business needs.

Travel may be required to visit client sites, attend workshops, and participate in strategic meetings as necessary.

Candidates must be legally authorized to work in Switzerland, and visa support will not be provided for this role.

The position requires availability during standard business hours, with flexibility to accommodate important client meetings and time-sensitive opportunities.