Account Executive, Defense Industrial Base

Overview
Atlassian is on a mission to unleash the potential of every team and we are making significant investments into our public sector vertical. We partner with agencies like NASA, Lockheed Martin, Department of Veterans Affairs, Air Force, many State and Local Governments and some of the largest Federal Systems Integrators to advance humanity through the power of software and collaboration. We have over 250,000 customers worldwide, and our Public Sector Enterprise Advocates are working with our largest and most strategic customers in government to scale their investments in Atlassian.
Responsibilities
As a Federal Account Executive you are responsible for deeply understanding your customers and how they are leveraging Atlassian's suite of products. You will be nurturing and growing existing relationships and working diligently to build new ones. Through strategic account planning, client management, and consistent demonstration of value creation, you will drive the execution of our profound goals.
At the same time, you will be the customer account lead, setting direction and guiding orchestration for all of our support and cross functional teams who engage with our customers on their journey with Atlassian, such as Channel Partners, Solutions Engineers, and more. You will be a critical liaison between our executives in product and engineering and our customers to help guide direction of future roadmap and constantly improve our customer experience.
Are you customer-obsessed and creative? Can you effectively organize resources to meet the needs of our customers? Do you love the Enterprise Sales process and can help us apply your knowledge to the Atlassian sales model? If so, we'd love you on our team!
Qualifications

• 8+ years experience of software sales experience, focusing on strategic account management
• 3+ years of selling directly to the Federal System Integrators/Defense Industrial Base
• An "Embrace the Chaos" mindset while we build and mature our Public Sector vertical
• Experience navigating C-suite relationships within target accounts
• Deep knowledge of the changing Defense landscape and its impact on this customer base
• Experience with achieving success in customer-first SaaS organizations
• You excel when engaging directly with enterprise customers with a consultative, relationship-oriented approach
• Experience using CRM, Pipeline Management, and Analytic tools
• You are someone who wants to challenge the traditional Sales Model and improve sales processes.
• You love working cross-departmentally, take the initiative to get stuff done, try new things and are willing to be an advocate and voice for the public sector business

It Would Be Great If You Also Had:

• Strong relationships throughout several accounts in the territory such as Northrop Grumman, General Dynamics, BAH, or Jacobs
• Entrepreneurial spirit combined with experience navigating the cross-departmental ecosystem of a larger, matrix organization
• Understanding of the unique requirements of DoD/IC cloud deployments
• Experience selling FedRAMP-compliant solutions

Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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: $207,900 - $271,425
Zone B: $187,200 - $244,400
Zone C: $171,900 - $224,425
This role may also be eligible for benefits, bonuses, commissions, and equity.
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.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
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.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .