Account Executive, Mid Market - Canada

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
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.
Team Overview
Our Account Executive, Mid Market team is responsible for managing a portfolio of Fortune 1000 accounts. 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 customers' 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.
You will report to the Manager, Account Executive Mid Market.
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
• Own the entire sales cycle from prospecting, discovery, presentations, negotiations and terms, and closing deals.
• Hold a quota that ranges between $2-4M annually, depending on your territory
• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
• 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
• Developing and executing strategic sales plans to achieve company sales goals and targets.
• Build and maintain C-suite and executive-level relationships across many business groups, including IT, business, sales, marketing, ect.
• 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
• Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadership
• Understanding client needs and proposing appropriate solutions to meet those needs.
• Providing accurate forecasting and account planning and sales forecasts to management.
• Serve as the main Atlassian point of contact or escalation point for designated Accounts
• Staying updated on industry trends and competitors to maintain a competitive edge.
• Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams

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
• Building strong relationships with internal and external stakeholders, including executive and C-suite individuals
• Experience managing key customer relationships and closing strategic sales opportunities
• Experience in solution or outcome-based selling tactics, aligning customers' short and long-term goals
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics
• Building and leading territory & strategic account plans based on data and research
• Successfully meet or exceed your performance targets
• Contributes to the overall team culture in a positive, meaningful way
• You possess a learner mindset

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 Canada, for this role, our current base pay ranges for new hires are:
Canada: 94,500CAD - 123,375 CAD
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.
This role may also be eligible for benefits, bonuses, commissions, and equity.
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.
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.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .