Account Executive, Mid-Market West

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 300000 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 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 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.

In this role you will:

• Own a book of 40 accounts in our Mid Market segment (Atlassian seat count between 200-10000) 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 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

• 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

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

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 candidates skills expertise or 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: $115200 - $150400

Zone B: $103500 - $135125

Zone C: $95400 - $124550

This role may also be eligible for benefits bonuses commissions and equity.

Please visit 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 Atlassian

At Atlassian were 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 everyones 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 Experience:

IC