Account Executive - Xray

About Xray: Xray is the leading Quality Assurance and Test Management app for Jira. More than 10 million testers, developers and QA managers trust Xray to manage 100+ million test cases each month. Xray is a mission-critical tool at over 10,000 companies in 135 countries, including 137 of the Global 500 like BMW, Samsung and Airbus.

About the role: As an Account Executive for Xray, you will report directly to the Head of Sales to drive revenue growth and expand our market presence across North America. You will be responsible for managing the full sales cycle, from prospecting and qualifying leads to negotiating and closing high-value deals. Your mission is to help organizations optimize their Quality Assurance processes by adopting Xray as their core test management solution. Working in one of our most strategic markets, you will act as a trusted advisor to C-level executives, QA directors, and DevOps leads, ensuring they understand the value of Xray within the Atlassian ecosystem.

What you’ll do:

• Drive Revenue: Take full ownership of the North American sales target, identifying and closing new business opportunities within Enterprise and Mid-market segments.
• Pipeline Management: Actively prospect and build a robust sales pipeline, ensuring consistent movement of deals through various stages of the funnel.
• Strategic Prospecting: Identify key decision-makers within Xray’s ideal customer profile and execute outbound strategies to create new opportunities.
• Product Expertise: Conduct high-impact product demonstrations and presentations that articulate Xray’s value proposition and technical superiority.
• Territory Strategy: Develop and execute a comprehensive territory plan for North America, focusing on high-growth industries and key accounts.
• Collaborative Selling: Work closely with the Solutions Engineering team to address technical requirements and with the Partner Management team to leverage the local Atlassian ecosystem.
• Forecast Accuracy: Maintain meticulous records in our CRM, providing accurate weekly, monthly, and quarterly sales forecasts.
• Customer Advocacy: Act as the voice of the North American market, sharing feedback with Product and Marketing teams to help shape the future of Xray.
• Negotiation: Manage complex sales cycles involving multiple stakeholders, legal reviews, and procurement processes to successful closure.

About you:

• Experience: 5+ years of experience in B2B SaaS sales, specifically managing and closing complex deals in the North American market.
• Industry Knowledge: Solid understanding of the Software Development Lifecycle (SDLC), Quality Assurance, and Testing methodologies.
• Ecosystem Expertise: Proven experience selling within the Atlassian ecosystem (Jira) is highly valued.
• Communication: Exceptional verbal and written communication skills in English, with the ability to influence technical and non-technical stakeholders.
• Sales Acumen: Strong negotiation skills and a proven track record of meeting or exceeding sales quotas.
• Adaptability: Ability to work independently in a fast-paced, remote environment, managing time zones effectively across North America and Europe.
• Tech-savvy: Proficient with CRM tools (like Salesforce or HubSpot) and sales productivity tools.

Nice to have:

• Existing network of contacts within the QA and DevOps community in North America.
• Experience with Test Management tools or DevOps transformation projects.
• Familiarity with Xray’s specific features and its competitive landscape.