Account Executive, Mid Market West Cloud Transformation

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.

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 Confluence and Jira Service Management.

Team Overview
This is a rare seat on a team built around a single high-impact mission: guiding our Mid Market West customers through their transformation from legacy self-managed Data Center to a modern AI-driven Cloud platform. These are customers who already know and trust Atlassian your job is to help them take the next step into a faster smarter more connected way of working and to unlock the new capabilities (including Rovo and our broader AI portfolio) that only Cloud makes possible. Its consultative relationship-led selling with a clear story and real momentum behind it.

Youll work hand-in-hand with Channel Partners Product Specialists Account Managers and Solution Engineers as a TEAM to make each customers move to Cloud smooth confident and worth it. Above all we believe in the Atlassian values and use them as our compass as we continue to evolve our revolutionary sales model. Youll report to the Manager Account Executive Mid Market West

In this role you will:

• Own a book of Mid Market West accounts and lead their transformation from Data Center to Cloud driving expansion and adoption of our modern platform

• Hold a quota that ranges between $24M annually depending on your territory

• Lead a cross-functional deal team (SDR SE SSE AM partners) as the quarterback building clear territory and account plans and serving as the primary point of contact for your accounts

• Tell a compelling transformation story: help customers see the value of moving off a legacy platform and the new possibilities automation AI and connected teamwork that Cloud unlocks

• Build and maintain executive-level relationships across many business groups including IT business sales and marketing

• Apply MEDDPICC (or similar) to qualify advance and win complex multi-stakeholder opportunities

• Build multithreaded multi-solution strategies using outcome-based selling to guide customers to the right decision

• Partner closely with channel marketing product and customer success to keep customer satisfaction at the highest priority

• Negotiate and price customer contracts including multi-year Cloud commitments

• Source and qualify leads to maintain a healthy pipeline and provide accurate forecasting to sales leadership

• Travel occasionally for customer meetings industry events and intentional togetherness gatherings with your team

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

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.

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: $115334 - $150575

Zone B: $103800 - $135517

Zone C: $95727 - $124977

Your background:

• 4 years of full-cycle closing experience carrying a quota in the Mid-Market Emerging Enterprise or Enterprise segments

• Experience being the quarterback for accounts in a matrixed sales organization leading account planning and creating alignment across internal teams

• Having sold multi-point software solutions in multithreaded deals to mid-market or enterprise companies

• Worked on both transactional and enterprise-grade strategic deals with sales cycles between 39 months ranging from low to mid-six-figure ACV wins

• Experience in solution or outcome-based selling aligning to customer goals

• Building relationships with executive and C-suite stakeholders

• A track record of meeting or exceeding your performance targets

• Strongly preferred: experience guiding customers through a platform transformation helping an existing base move from a self-managed / on-premise product to a modern SaaS or Cloud offering. You understand the trust change-management and business-case dynamics that make this motion different from a net-new sale and you know how to build momentum where it works fine today is the default answer.

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:

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