Account Executive, Mid Market DACH

Sales | London, United Kingdom | Munich, Germany | Remote, Germany
Working at Atlassian
Atlassian is transforming the software development industry, empowering teams around the world, like Vodafone, Daimler, and Klarna, to advance humanity through the power of software and collaboration.
This is not a transactional role. Typical deals run €150K-€400K ARR with 3-9 month cycles, multi-stakeholder procurement, and real commercial complexity. If that sounds like your current quota, keep reading.
Our Mid-Market Sales team, established in the summer of 2019, manages a diverse portfolio of mid-sized customers. We focus on identifying cloud-first sales opportunities, driving cross-sell and user expansion, nurturing strong customer relationships, and consistently achieving ambitious revenue targets. In this role, you'll also serve as a passionate advocate for our customers, providing valuable feedback to our product and engineering teams to help enhance the overall customer experience.
We have worked in sales and management roles in well-established Fortune 500 companies as well as exciting startups, united by a shared commitment to achieving ambitious goals and driving team success. Above all, we are guided by Atlassian's core values, which serve as our compass as we work together to build a groundbreaking sales model.

• In this role, you will:
  
  • Develop and implement named account or territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
  • Close net new logos in the €150K-€400K ARR range
  • Own expansion across existing named accounts with 1K-10K active licenses
  • Run DC-to-Cloud migration deals end to end
  • Work as both hunter and farmer, converting reluctant on-premises customers to cloud.
  • Work with team members in the channel sales organization to build sales strategies for designated territory or named accounts.
  • Prospect and qualify leads within the defined mid-market customer segment.
  • Conduct product demonstrations and presentations to showcase the value proposition to potential clients.
  • Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction.
  • Provide regular sales forecasts, reports, and updates to management.
  • Travel occasionally to meet clients, attend industry events, conferences, and team gatherings as required.

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
This role may also be eligible for benefits, bonuses, commissions, and equity.
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
This role may also be eligible for benefits, bonuses, commissions, and equity.
Qualifications
Your background:

• 2+ years of quota-carrying sales experience in a closing role
• Experience in enterprise software sales, driving transformational deals
• Experience growing enterprise accounts through cross-sell and upsell
• Customer-centric mindset
• Experience creating alignment and orchestrating internal account teams
• Preference for experience in the DACH region
• Fluent language skills in German & English required

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