Account Executive, Mid-Market

Account Executive, Mid-Market at Atlassian

Atlassian offers flexible work arrangements, allowing employees to choose between office, home, or a hybrid model. This distributed-first approach supports personal goals and family priorities, enabling hiring in any country with a legal entity. Interviews and onboarding are conducted virtually.

Atlassian's mission is to unleash the potential of every team, providing agile & DevOps, IT service management, and work management software. Over 300,000 companies globally, including Fortune 500 giants, rely on products like Jira Software, Confluence, and Jira Service Management to enhance team collaboration and deliver quality results efficiently.

The Mid-Market sales team is dedicated to managing a diverse portfolio of mid-sized customers. This involves identifying cloud-first sales opportunities, driving cross-sell and user expansion, nurturing customer relationships, and achieving revenue targets. Account Executives also serve as crucial customer advocates, providing feedback to product and engineering teams to enhance customer experience. This role requires close collaboration with Channel Partners, Product Specialists, Account Managers, and Solution Engineers, all committed to guiding customer deployment and utilization of Atlassian at scale, guided by Atlassian's core values.

Responsibilities

• Develop and implement named Account or Territory plans aimed at maximizing expansion opportunities across a wide product portfolio and ensuring a high standard of customer success.
• Execute strategic sales plans to achieve company sales goals and targets.
• Identify and qualify leads, build relationships with key decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals.
• Build and maintain relationships with C-level and other executive contacts.
• Understand client needs and propose appropriate solutions to meet those needs.
• Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.
• Negotiate contracts and pricing agreements with clients.
• Provide accurate forecasting and account planning, and submit sales forecasts to management.
• Stay updated on industry trends and competitors to maintain a competitive edge.
• Travel to meet clients and attend industry events as necessary.
• Build sales strategies for designated territory or named Accounts.
• Serve as the main Atlassian point of contact or escalation point for designated Accounts.
• Run strategy plays to identify opportunities and build long relationships with your customers.
• Work with complex sales cycles and collaborate cross-functionally with the Channel sales organization to build sales strategies for designated territory or named accounts.

Qualifications

Your background should include:

• 6+ years of quota-carrying Enterprise Software Sales Experience.
• Proven experience growing enterprise accounts and applying strategies that yield greater outcomes.
• Experience engaging and building C-level and executive relationships.
• Demonstrated ability to create alignment and orchestrate internal account teams.
• Experience managing key customer relationships and closing strategic sales opportunities.
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
• Successful track record in building and leading territory & strategic account plans.
• Experience leading or coordinating Account teams to drive successful customer outcomes.
• Proactively engaging customers with a consultative, solution-oriented approach in discovering new opportunities.
• Proven track record of meeting or exceeding performance targets.
• A positive and impactful contribution to overall team culture.
• A strong learner mindset.
• Experience in orchestrating the execution of strategies for assigned accounts.
• Ability to partner cross-functionally and proactively build a network with internal and external stakeholders to drive the business forward.

Key skills/competency

• Sales Strategy
• Account Management
• CRM Proficiency
• Enterprise Software
• C-level Engagement
• Forecasting
• Cross-functional Collaboration
• Customer Success
• SaaS Sales
• Territory Planning