Nick Kalina
Dripping Springs
Summary
Strategic Enterprise AI and Developer Platform sales leader with a strong record in transforming software development and cloud adoption for Fortune 500 organizations. As Senior Solutions Sales Executive, Developer Experience at Atlassian, lead go-to-market efforts for Compass and Rovo Dev, guiding customers from discovery to proof of value. Expertise in cross-functional collaboration drives product adoption and delivers measurable business outcomes.
Overview
12
12
years of professional experience
Work History
Sr. Solutions Sales Executive, DevEx
Atlassian
Austin
01.2025 - Current
- GTM lead for Compass and Rovo Dev, serving as the first field sales representative hired for the Rovo Dev business.
- Partnered with strategic and enterprise customers across the US to uncover AI-driven software engineering use cases that enhanced project outcomes.
- Led executive discovery, business value conversations, technical workshops, and proof-of-value engagements.
- Enabled customers to enhance developer productivity by implementing AI-assisted software development workflows.
- Collaborated with product, engineering, marketing, and customer success teams to shape product adoption strategies and optimize go-to-market efforts.
- Consistently achieved quota every quarter since joining Atlassian.
Account Executive - Key Accounts
GitLab Inc.
Austin
08.2021 - 12.2024
- Expanded and grew strategic key accounts within GitLab's DevSecOps platform solution.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Delivered engaging presentations to customers highlighting product features and benefits.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Built and maintained strong client relationships, contributing to overall business growth and client retention.
- Achieved 204% of sales target in FY22, 105% in FY23, and on track for 121% in FY24.
- Fostered lasting relationships with customers through effective communication and prompt responses, leading to long-term loyalty and an expanded client base.
Enterprise Account Manager
HEWLETT PACKARD ENTERPRISE
06.2018 - 07.2021
- Managed the HPE portfolio in 15 Top Strategic Accounts in Central Texas with a 25M quota, achieving 115% to quota., consistently met or exceeded sales target quarter over quarter
- Managed HPE Hybrid IT portfolio for accounts in Central Texas, enhancing support for strategic initiatives
- Analyzed technology's impact on business units and positioned value-based solutions for optimal on-prem and off-prem resource allocation
Regional Account Manager
TASKTOP TECHNOLOGIES
05.2017 - 06.2018
- Primary responsibility to manage, complex software license sales for Fortune 500 Organizations
- Tasktop's Value Stream solutions integrate multi-vendor application lifecycle ecosystems including popular tools such as the IBM Rational Suite, HP QC/ALM, Microsoft TFS/VSO, Atlassian JIRA, ServiceNow, Serena, Jama, BMC Remedy, CA Clarity, and many more
- Built a pipeline and sold into accounts in the Mountain/West region and Australia.
- Qualify and present solution demos to customers
- Protect and grow current account subscriptions; prospect for new business.
- Generated leads through networking, cold calls, and industry connections
Cloud Applications Account Executive
ORACLE CORPORATION
01.2016 - 05.2017
- Built sales pipeline by cold calling into Mid-Market and Enterprise accounts.
- Prospetted whitespace accounts, analyzing customer needs and identifying business obstacles
- Exceeded quarterly sales quotas consistently since starting
- (FY16Q3-150%, FY16Q4-175%, FY17Q1-159%, FY17Q2 -187%)
- Ranked highest among 150 CX representatives for Q3 performance.
- Received Early Achievers recognition for outstanding sales performance in multiple quarters
- Awarded Q3 MVP in NAA - Austin for exceptional performance.
- Achieved Q3 MVP award in NAA - Austin for excellence in performance.
Account Executive
PCM INCORPORATED
01.2015 - 01.2016
- Built a book of business by cold calling into SMB accounts throughout the TOLA territory
- Delivered IT products and solutions tailored to customer account needs
- Provided end to end support for all customers during the sales process.
- Partner Sales - Promote all OEM manufacturers (Dell, HP, Cisco, Oracle, etc.) products and solutions that best fit the customer needs
- Top sales rep out of 30 reps in the Austin office for the month of May with 115k in closed revenue
- Received top inside sales and top growth for HP products in the company out of approximately 1,000 employees for month of July
- Achieved recognition for top inside sales and growth for HP products among 1,000 employees in July
Education
Bachelor of Science - Marketing Management
University of Arkansas
Fayetteville, ARInternational Economics
Florianopolis, BrazilSkills
- Strategic Account Development
- Sales Management
- Account Strategy
- Consultative Sales
- Account Management
- Territory Management
- Sales Forecasting
- Customer Presentations
- Program Development
- Relationship Selling
- Account Expansion
- Relationship Building
- Problem Solving
Timeline
Sr. Solutions Sales Executive, DevEx
Atlassian
01.2025 - Current
Account Executive - Key Accounts
GitLab Inc.
08.2021 - 12.2024
Enterprise Account Manager
HEWLETT PACKARD ENTERPRISE
06.2018 - 07.2021
Regional Account Manager
TASKTOP TECHNOLOGIES
05.2017 - 06.2018
Cloud Applications Account Executive
ORACLE CORPORATION
01.2016 - 05.2017
Account Executive
PCM INCORPORATED
01.2015 - 01.2016
Bachelor of Science - Marketing Management
University of Arkansas