Enterprise Sales Lead (f/m/d)

As a Business Development Manager, you will be a trusted partner to C-level clients, responsible for positioning and selling high-value consulting and professional services engagements that drive digital, agile, and organizational transformation. You will identify strategic opportunities, shape tailored service solutions, and orchestrate internal consulting and delivery teams to maximize value and drive sustainable revenue growth. You will build and manage senior-level relationships, ensure alignment between delivery and client expectations, and contribute to the overall commercial strategy. You will leverage value-based selling and Win-Win-Win (Client-Atlassian-Valiantys) positioning to create measurable impact for clients, your organization, and partners. This role requires complex selling and networking skills (not transactional or license-focused) to grow accounts beyond €2M, along with top-grade communication to align internal teams and engage effectively with C-level stakeholders.

Responsibilities

Lead discovery and advisory discussions with senior stakeholders; Partner with consultants to develop service proposals; Develop and execute a territory plan; Pursue new business within strategic enterprise accounts and whitespace prospects (75%); Identify, qualify, and shape complex consulting and service opportunities; Build and maintain long-term client relationships; Lead complex sales scenarios with C-suite and senior management; Collaborate with strategic partners to drive co-selling initiatives; Ensure client satisfaction; Support and occasionally lead presentations and product demonstrations; Submit accurate sales forecasts and reports; Contribute to strategic and account planning; Monitor portfolio sales performance; Ensure compliance with reporting standards; Stay informed on Atlassian solutions; Obtain and maintain certifications including Atlassian accreditation; Lead and collaborate with internal teams; Work with other Account Managers; Participate in and lead team meetings

Requirements

5–10 years of experience in IT or professional services sales; proven record of selling high-value, multi-year consulting engagements (not software licenses); ability to hunt and develop new enterprise accounts, with prospecting representing a significant portion of activity; expertise in transformation and organizational change; target-driven and performance-oriented; strong strategic thinking and ability to develop and execute account and territory plans; ability to navigate complex sales cycles and close high-value deals; ability to build trust and long-term relationships with C-level executives; entrepreneurial mindset; strong communication and presentation skills; comfortable dealing with clients in English & Dutch

Nice to have

Experience with Atlassian tools; Leadership skills; Consulting, cloud transformation, or enterprise solution delivery experience