Working at Atlassian
Atlassian acquired Loom to lead in remote first, asynchronous work. With Loom's async video expertise and Atlassian's team collaboration understanding, we aim to innovate and empower customers for richer collaboration. Join us on our mission to make the impossible possible.
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.
About the role
The Manager, Enterprise Advocates is responsible for leading Loom's stand alone Sales Led business by exceeding targets on a quarterly basis through the creation of quality outbound pipeline that converts to our growing customer base.
This incredible opportunity will have you lead from the front, modeling best in-class behavior, and taking direct ownership for Loom's Sales Led motion. This leader must be a master in selling to C-Suite executives, is an entrepreneur at heart, and has the ability to operate in an autonomous fashion with a bias for action. This leader will instill a culture of excellence where they will lead, coach, and continuously develop Enterprise Development Representatives and Enterprise Advocates in order to embody and scale a winning mentality of A+ talent.
You've had immense success coaching teams at previous roles and a true affinity for hiring exceptional sales talent while creating a positive, results-driven, and professional culture. The ideal candidate will be a hands-on, high energy leader who thrives in ambiguity and enjoys a challenge. This leader must be focused on exceeding pipeline, sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members
Responsibilities

• Operate as an "Exec Sponsor" helping teams navigate complex sales cycles and be a trusted advocate for the customer
• Leverage our MEDDPICC methodology to drive consistency and scale in progressing and closing business across the team through business outcomes
• Partner with RevOps to constantly monitor, iterate, and develop territory and account planning processes across the team
• Develop team linearity and drive CRM, pipeline hygiene, and forecasting
• Drive for results; bias towards action. Able to work in fast-paced, self-directed ambiguous environment. Act like an owner. Open to personal change and continuous improvement
• Build, develop, retain, and grow high performing, A+ talent. Assist in continual training and development, including mentorship, hiring and career growth
• Help shape and further develop sales processes and initiatives
• Deliver weekly forecast meetings and advise Enterprise Advocates on strategies to help exceed their goals

What We're Looking For

• 8+ years in Sales or related field within an Enterprise software company
• 4+ years of people management experience
• Must have a proven track record of success in meeting sales targets, familiarity with consultative selling methodologies and experience driving customer led innovation
• Successful track record in forecasting quarterly and annual Sales targets
• Demonstrated experience building Sales strategies within a Cloud environment, including low and high-touch engagement models
• Proven track record in taking customer insights from the field to inspire changes in the business, including influencing cross-functional teams and leaders
• Comfort in developing reporting strategy, processes, and metrics management
• Ability to manage up and down within an organization and call out items quickly when experiencing roadblocks
• A proven track record of leading Sales teams to consistently meet and exceed goals, with a desire for developing customer relationships and customer satisfaction
• Experience working on sophisticated cross-functional projects
• Experience in coaching Sales teams to multi-thread, earn executive alignment, and sell on value to drive quantifiable impact
• Demonstrated ability to manage conflict and work through and gain alignment when presented with unclear expectations, roles, and/or team dynamics
• Customer interview skills with the ability to dig deep into root causes and needs
• Confidence and motivation to creatively seek issues
• Leadership, energy, presence, passion, discipline and influencing skills
• Past experience on a fast-growing sales team with a preference for hyper-growth and product-led companies. Comfortability in ambiguity
• Detailed knowledge of SaaS Sales, Marketing, PDE cycles and buyer behaviors
• Strong analytical skills and experience in developing and implementing strategies with clear business impact through a data driven approach
• Strong problem-solving skills, the ability and desire to find solutions and build processes where none previously exists
• Strong relationship-building skills and experience working closely with senior executives
• Proven ability to recruit, build, develop, and coach high-performing analytical and strategy focused teams
• Thrives in a fast-paced, diverse, and highly collaborative team environment.
• Excellent communication skills: written, verbal, and visual

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 skills, expertise, or experience. 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: $170,100 - $226,800
Zone B: $153,100 - $204,200
Zone C: $141,200 - $188,300
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.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.