IT Sales Manager / Business Development Manager — Atlassian, B2B, Remote

About the Position

Remote | Full-time | $1,500–$1,800 fixed + performance bonuses | International clients | Atlassian Platinum Solution Partner

Softgile is looking for an IT Sales Manager / Business Development Manager to join our international B2B sales team. This is not a role about simply selling software licenses. You will work with companies that need to improve project management, ITSM, software delivery, collaboration, knowledge management, and business operations using Jira, Jira Service Management, Confluence, Bitbucket, Loom, Rovo, and other Atlassian ecosystem tools. You will help clients understand the right solution for their business, work closely with technical experts, prepare commercial proposals, and guide opportunities through the full sales cycle - from first contact to successful closing.

Responsibilities

• Manage the full B2B sales cycle: lead generation, qualification, discovery, proposal, negotiation, contract, and handover to delivery.
• Search for and engage new B2B clients through LinkedIn, email outreach, Snov.io, CRM, networking, events, referrals, and tender platforms.
• Work with inbound leads, qualify requests, identify business potential, and guide clients through the next steps.
• Run discovery conversations to understand the client’s business goals, pain points, current processes, stakeholders, budget, timeline, and technical context.
• Turn vague client requests into structured needs, possible solutions, next steps, and commercial opportunities.
• Work with analysts, architects, project managers, and delivery teams to define preliminary scope, timeline, assumptions, pricing, and approach.
• Prepare commercial proposals, presentations, pricing structures, and supporting sales materials.
• Present Softgile’s services, Atlassian solutions, implementation approach, and business value to clients.
• Communicate with CIOs, CTOs, Heads of IT, PMO leaders, procurement teams, and business stakeholders.
• Lead negotiations around value, ROI, budget, timelines, commercial terms, and contract conditions.
• Handle objections related to price, complexity, priorities, resources, and deadlines.
• Maintain accurate CRM data: leads, opportunities, stages, next steps, forecast, stakeholders, and activity history.
• Ensure a smooth handover of closed deals to the delivery team.

Requirements

• 2+ years of experience in B2B sales of IT services, SaaS, software licenses, subscriptions, implementation projects, consulting, or professional services.
• Experience with lead generation, cold outreach, and building client relationships from scratch.
• Experience managing sales opportunities from first contact to proposal, negotiation, and contract stage.
• Understanding of qualification, discovery, and presales processes.
• Ability to identify client needs, structure requirements, and participate in scope definition.
• Experience preparing commercial proposals, presentations, pricing models, and sales documentation.
• Confident communication with C-level executives, Heads of IT, PMO, procurement, and business stakeholders.
• Strong negotiation and presentation skills.
• English level B2+ for written and verbal communication with international clients.
• Confident CRM usage: pipeline management, forecasting, follow-ups, qualification, and opportunity tracking.
• Confident daily usage of AI tools such as ChatGPT, Gemini, Claude, or similar assistants for research, writing, analysis, sales preparation, and productivity.
• Strong analytical and structured thinking.
• Ability to work with uncertainty and turn unclear requests into clear action plans.
• Ownership, discipline, result-oriented mindset, and ability to manage several opportunities at the same time.
• Client-oriented approach and focus on long-term business relationships.

Nice to Have

• Experience with Atlassian products: Jira, Jira Service Management, Confluence, Bitbucket, Loom, Rovo, Guard, or related ecosystem tools.
• Understanding of Atlassian products as tools for business processes, not just software licenses.
• Experience selling ITSM, PPM, SDLC, Cloud Migration, support services, custom development, or professional services.
• Experience working with delivery, project management, technical consulting, or professional services teams.
• Experience with EU, UK, or other international markets.
• Experience participating in tenders or procurement processes.
• Understanding of commercial models such as T&M, Fixed Price, Subscription, Support Retainer, and licensing.

We Offer

• Remote work format.
• Official employment.
• Fixed monthly salary: $1,500–$1,800 plus performance-based bonuses.
• 24 days of paid vacation, 6 sick leaves, 3 extra days, public holidays.
• Company-provided equipment.
• Covered business trips, including client meetings, partner events, and Atlassian-related activities.
• Access to professional training and certifications, including Atlassian Sales and Implementation learning paths.
• Career growth in an international company.
• Work with international clients, enterprise opportunities, and complex IT projects.
• Collaboration with a strong team of Atlassian experts, analysts, architects, project managers, and delivery specialists.
• Culture of knowledge sharing, professional development, flexibility, and ownership.

About the Company

Softgile is a multinational IT company and Atlassian Platinum Solution Partner. We deliver consulting, implementation, migration, licensing, support, and custom development services based on the Atlassian ecosystem and related enterprise tools. Our team works with companies across different industries and geographies, helping them improve collaboration, automate processes, scale service management, and build transparent systems of work. If you have relevant B2B IT sales experience, strong communication skills, and want to grow in a team working with Atlassian solutions and international clients, we would be happy to receive your application.