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The Role
Owns a mid-market account portfolio, drives new business and expansion revenue, manages complex SaaS sales cycles, leads cross-functional deal teams, builds executive relationships, negotiates contracts, qualifies pipeline, forecasts results, and maintains customer satisfaction. The role requires outcome-based selling, MEDDPICC qualification, strategic account planning, and occasional customer and industry event travel.
Summary Generated by Built In
Sales | San Francisco, United States | Remote, Remote
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.
Team Overview
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.
In this role, you will:
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.
Please visit
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.
Team Overview
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.
In this role, you will:
- Own a book of ~30-40 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 $1.5-3M 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, etc.
- Leverage MEDDPICC to qualify, advance, and win complex opportunities honing in on the Why and value to customer short and long term goals.
- Identify and close complex deals by building multithreaded, multi-solution strategic opportunities with the appropriate stakeholders through outcome-based selling tactics
- 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
- Stay updated on industry trends and competitors to maintain a competitive advantage
- Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams
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.
Please visit
Skills Required
- 5+ years of quota-carrying sales experience
- 2+ years of experience selling SaaS solutions
- 1+ years of experience selling to enterprise companies
- Experience serving as the quarterback for accounts in a matrixed sales organization
- Experience leading account planning and aligning internal teams
- Experience selling multi-point software solutions in multithreaded deals to mid-market or enterprise companies
- Experience with transactional and enterprise-grade strategic deals involving 3-9 month sales cycles and low- to mid-six-figure ACV wins
- Experience using solution-based or outcome-based selling tactics
- Experience building relationships with executive and C-suite stakeholders
- Experience using multiple tools to track KPIs, campaign outreach, data integrity, and documentation
- Record of meeting or exceeding performance targets
- Experience growing enterprise accounts through strategic account management
What the Team is Saying
Tiffany
Engineering Senior Associate, United States
Gautam
Software Engineer, United States
Tygrr
Product Manager, United States
Ashleigh
Frontend Engineer, United States
Jensen
Senior Frontend Software Engineer, United States
Javier
Senior Solutions Engineer, United States
Atlassian Compensation & Benefits Highlights
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Parental & Family Support — Parental leave spans 26 weeks for birthing parents and 20 weeks for non-birthing parents, alongside inclusive family-formation benefits such as fertility treatment, adoption, and surrogacy. Additional supports include menopause resources and caregiving-related programs.
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Retirement Support — Retirement programs include a U.S. 401(k) company match with immediate vesting and multiple contribution options. These are complemented by other financial wellbeing tools like HSAs/FSAs.
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Healthcare Strength — Medical coverage is paired with mental-health resources, disability and life insurance, and options such as HSA/FSA. Descriptions also point to solid plan choices with access to counseling, coaching, and 24/7 support.
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The Company
What We Do
Atlassian creates teamwork solutions for high-performing teams. Our portfolio of collaboration and work management software products includes Jira, Confluence, Trello, Loom and Rovo. More than 300,000 businesses worldwide rely on Atlassian’s technology, including 80 percent of Fortune 500 companies. Our solutions support various business teams and they help organizations plan, track, and deliver their biggest ideas together.
Why Work With Us
At Atlassian, we believe we can accomplish so much more together than apart — which is why everything from our tooling — to our distributed workforce — to how our teams are structured is rooted in collaboration. Come join us and help unleash the potential of every team.
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Employees work remotely.
Atlassians have flexibility in where they work to support their family, personal goals, and other priorities. Our approach to distributed work allows us to tap into talent beyond our office locations, and to reimagine how work gets done.
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