Account Executive, Mid Market

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.
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:

• Develop and implement named Account and Territory plans to maximize expansion opportunities and ensure customer success.
• Execute strategic sales plans to achieve company sales goals and targets.
• Identify and qualify leads, build relationships with C-level and executive stakeholders, and close deals.
• Engage with customers to understand their strategic priorities and key initiatives, and align Atlassian solutions to those priorities.
• Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction and retention, contributing to overall revenue growth.
• Negotiate contracts and pricing agreements with clients.
• Provide accurate forecasting and account planning to management.
• Stay updated on industry trends and competitors to maintain a competitive edge.
• Travel to meet clients and attend industry events as necessary.
• Serve as the main Atlassian point of contact or escalation point for designated Accounts.

Your background:

• 6+ years of quota-carrying Enterprise Software Sales Experience.
• Proven track record of growing enterprise accounts and achieving sales targets.
• Experience engaging and building relationships with C-level and executive stakeholders.
• Proficiency in utilizing a CRM to achieve and correlate key performance metrics.
• Strong ability to lead or coordinate Account teams to drive successful customer outcomes.
• Proactive, consultative, solution-oriented approach in discovering new opportunities.
• Contributes positively to team culture and possesses 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 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: $115,200 - $150,400
Zone B: $103,500 - $135,125
Zone C: $95,400 - $124,550
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.
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 .