• Conduct thorough customer discovery to assess challenges, business goals, and technical requirements, uncovering opportunities for cross-product and solution expansion aligned with Atlassian’s offerings. • Deliver tailored, engaging product demonstrations that address customer objections, connect technical capabilities to business needs, and use storytelling techniques to align with the customer’s vision of success. • Develop proof-of-concept environments and lead interactive workshops to showcase product features, workflows, and hands-on solutions aligned with customer goals. • Collaborate with internal teams, account managers, and product stakeholders to drive transformation deals, identify growth opportunities, and ensure seamless communication and alignment with customer objectives. • Build a robust understanding of competitors’ offerings to clearly articulate Atlassian’s differentiators in competitive scenarios.

• Serve as the senior SE for Enterprise opportunities, helping win the most strategic and complex deals in the Nordic and Benelux territory • Partner with account executives to drive customer outcomes and expansion opportunities • Engage deeply with customers to uncover needs, shape solutions, and demonstrate the business impact of Atlassian’s products • Deliver compelling, value-based demonstrations that inspire both technical and business stakeholders • Guide customers through technical requirements during the sales cycle, ensuring they trust Atlassian as the right solution • Lead by example — mentor, coach, and support other Solutions Engineers to help them grow and succeed • Act as a voice of the field, sharing product feedback and competitive insights to influence Atlassian’s roadmap • Foster a culture of collaboration, knowledge sharing, and continuous improvement across the team

• partner with direct sales, partners and larger account teams on Fortune 500 customers • participate in customer discovery to understand the customer's current state • probe for and identify additional opportunities for cross-product/solution expansion • be a product expert of Atlassian software in the pre-sales process • lead compelling value-based demonstrations • proactively forge strong partnerships with aligned account executives • understand, track and document product feedback and competitive intelligence from customers

• Serve as the solution expert throughout the sales cycle • Partner closely with Account Executives to drive all technical aspects of the sales cycle • Lead technical discovery sessions to deeply understand client needs • Ask detailed questions to uncover information about the client’s engineering processes • Design and propose tailored technical solutions for integrating APIs with client workflows • Act as a trusted advisor to potential clients • Capture technical feedback from prospects to collaborate with Product and Engineering teams