Account Executive, Mid Market

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 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.

• Develop and implement named Account or Territory (West USA) plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success
• Maintain full Account ownership while coordinating with a variety of roles (including SDR, Renewals, Jira Align, Advisory Services, and Customer Success functions) to ensure a seamless customer experience
• Work closely with colleagues in the Channel, SDR, and Renewals teams to build and execute effective sales strategies for designated territory or named accounts
• Strong interlock and engagement with Advisory Services to understand technical initiatives and business outcomes
• Team up with the Renewals team to maximize customer health, retention, and expansion opportunities
• Funnel key customer feedback to internal teams to influence roadmap and company strategy
• Establish and maintain productive peer-to-peer relationships with internal Atlassian stakeholders, Solution Partners, and key customers

• 5+ years of quota-carrying experience in a business-to-business sales environment
• Experience growing mid-market accounts
• Experience managing key customer relationships and closing strategic sales opportunities
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics
• Building and leading territory & strategic account plans
• Experience leading or coordinating Account teams to drive successful customer outcomes
• Proactively engages customers with a consultative, solution-orientated approach in discovering new opportunities
• Proven track record of meeting or exceeding performance targets
• Contributes to the overall team culture in a positive, impactful way

Preferred Additional Experience:

• Experience selling SaaS to Dev/IT audiences
• Solution selling to VP and C-level Executives
• Experience working alongside a channel sales organization
• Familiarity with Atlassian's suite of products
• Experience with both on-premise and cloud software solutions