Account Executive, Mid Market Central

Account Executive, Mid Market Central

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 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.

Responsibilities

In this role, you will:

• Own a book of 45-75 accounts in our Mid Market segment (Atlassian seat count between 200-10,000) 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.
• Hands on experience applying MEDDPICC (or similar) to qualify, advance, and win complex opportunities
• Identify and close complex deals by building multithreaded multi-solution strategic opportunities with the appropriate stakeholders through outcome based selling tactics
• Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams
• 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 updates on industry trends and competitors to maintain a competitive advantage

Qualifications

Your background:

• 6+ years of quota carrying experience, with 3+ years focused on selling SaaS solutions
• 1+ years of experience selling to enterprise companies
• 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 enterprise-grade strategic deals with sales cycles between 3-9 months and ranging from low to mid-six-figure ACV wins
• Experience in solution or outcome-based selling tactics, aligning customer goals
• Building relationships with 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 candidate's ultimate skills, expertise, or experience.

Role

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: USD $115,200 - USD $150,400
• Zone B: USD $103,500 - USD $135,125
• Zone C: USD $95,400 - USD $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

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 .

Key skills/competency

• Account Executive
• Mid Market Sales
• SaaS Sales
• Enterprise Sales
• MEDDPICC
• Quota Carrying
• Relationship Building
• Strategic Selling
• Pipeline Management
• Forecasting