Account Executive, Mid-Market East

Account Executive, Mid-Market East

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.

Atlassian unleashes the potential of every team. Our agile & DevOps, IT service management and work management software help teams organize, discuss, and complete shared work. The majority of the Fortune 500 and over 300,000 companies of all sizes worldwide - including NASA, Audi, Kiva, Deutsche Bank, and Dropbox - rely on our solutions to help their teams work better together and deliver quality results on time. Our products include Jira Software, Confluence, and Jira Service Management.

Our Mid-Market sales team is responsible for managing a portfolio of mid-sized customers. This includes identifying cloud-first sales opportunities and cross-sell and user expansion opportunities, nurturing customer relationships, and achieving revenue targets. Simultaneously, we expect you to serve as a strong advocate for our customers by providing valuable feedback to our product and engineering teams, contributing to the enhancement of our customer experience. All of these responsibilities will be carried out in close collaboration with our Channel Partners, Product Specialists, Account Managers, and Solution Engineers. We share a commitment, as a TEAM, to guiding and aiding our customer's deployment and utilization of Atlassian at scale. However, above all, we believe in the Atlassian values and use them as our compass as we continue to evolve our revolutionary sales model.

In this role, you will:

• Own a book of ~40 accounts in our Mid Market segment (Atlassian seat count between 200-10,000) to drive Net New growth and expansion
• Hold a quota that ranges between $2-4M annually, depending on your territory
• Lead a cross-functional deal team(SDR, SE, SSE, AM, partners) as the quarterback, ensuring clear territory and account plans to optimal success; and being the point of contact for your accounts
• Build and maintain executive-level relationships across many business groups including IT, business, sales, marketing, etc.
• Leveraging MEDDPICC to qualify, advance, and win complex opportunities honing in on the Why and value to customer short and long term goals.
• Identify and close complex deals by building multithreaded, multi-solution strategic opportunities with the appropriate stakeholders through outcome-based selling tactics
• Collaborate with internal teams such as channel, marketing, product, and customer success to keep customer satisfaction at the highest priority
• Negotiate and price customer contracts
• Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadership
• Staying updated on industry trends and competitors to maintain a competitive advantage
• Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

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: $115,334 - $150,575

Zone B: $103,800 - $135,517

Zone C: $95,727 - $124,977

Your background:

• 3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. Enterprise experience is a plus!
• 2+ years selling SaaS products
• Being the quarterback for accounts in a matrixed sales organization, leading account planning efforts and creating alignment with internal teams
• Having sold multi-point software solutions in multithreaded deals to mid-market or enterprise companies
• Worked on both transactional and strategic deals with sales cycles between 3-9 months
• Experience in solution or outcome-based selling tactics, aligning customers short and long term goals
• Building strong relationships with internal and external stakeholders, including executive and C-suite individuals
• Utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentation
• Successfully meet or exceed your performance targets
• Experience growing enterprise accounts and applying a strategy that results in greater outcomes