Account Executive, Strategic

Working at Atlassian Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Overview At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, HubSpot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. What makes us unique is our belief in the value of ‘play as a team’. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market awaiting our exploration, along with the consistent preference of our customers for Atlassian products. We’re leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes and are tasked with constructing and executing a powerful sales strategy. The role involves steering the utilization of various products and services for our most significant and strategically important customer base. This includes overseeing a specific set of high‑value customers, comprehending their long‑term business goals, and formulating customized strategies to foster mutual growth and success. The responsibilities also encompass nurturing strong relationships with key decision‑makers, identifying opportunities for upselling or cross‑selling, as well as closely collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver solutions that align with customer objectives. Responsibilities Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring high bar of customer success Be the main Atlassian point of contact or escalation point for designated strategic accounts Develop and implement strategic sales plans to acquire and retain high‑value accounts. Identify key decision‑makers within target accounts and build strong relationships with them. Build and maintain relationships with C‑level and other executive relationships. Understand the business objectives and challenges of potential customers and position solutions to address their needs. Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction. Lead complex negotiations and contract discussions with customers. Conduct market research and stay informed about industry trends to identify new opportunities and maintain a competitive edge. Provide regular updates and forecasts on sales performance to senior management. Develop and maintain a deep understanding of the company's products and services to effectively communicate their value proposition to customers. Travel as necessary to meet with clients, attend industry events, and participate in conferences. Mentor and provide guidance to junior members of the sales team, if applicable. Qualifications 15+ years of quota‑carrying Enterprise Software Sales Experience Experience driving transformation deals in large global accounts with multi‑million dollar spend thresholds Experience engaging and building C‑level and other executive relationships Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs Proficient in leading and guiding a highly matrixed support team across geographies, getting cross‑functional teams aligned and marching toward the same goals Experience managing key customer relationships and closing strategic sales opportunities Extensive experience utilizing a CRM to achieve and correlate key performance metrics Build and lead territory & strategic account plans Proactively engage customers with a consultative, solution‑oriented approach in discovering new opportunities Proven track record of meeting or exceeding performance targets Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. The baseline of our range is higher than that of the typical market range, but we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, and experience. This role may also be eligible for benefits, bonuses, commissions, and equity. Role In the United States , we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: Zone A: USD 223,200 - USD 253,000 Zone B: USD 200,700 - USD 227,700 Zone C: USD 185,400 - USD 209,990 Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter. Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family, and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits. About Atlassian At Atlassian, we’re motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. We can support you with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh. #J-18808-Ljbffr Atlassian