Account Executive, Defense Industrial Base

Atlassian•Washington DC, DC

22d

About The Position

Atlassian is on a mission to unleash the potential of every team and we are making significant investments into our public sector vertical. We partner with agencies like NASA, Lockheed Martin, Department of Veterans Affairs, Air Force, many State and Local Governments and some of the largest Federal Systems Integrators to advance humanity through the power of software and collaboration. We have over 250,000 customers worldwide, and our Public Sector Enterprise Advocates are working with our largest and most strategic customers in government to scale their investments in Atlassian . As a Federal Account Executive you are responsible for deeply understanding your customers and how they are leveraging Atlassian's suite of products. You will be nurturing and growing existing relationships and working diligently to build new ones. Through strategic account planning, client management, and consistent demonstration of value creation, you will drive the execution of our profound goals. At the same time, you will be the customer account lead, setting direction and guiding orchestration for all of our support and cross functional teams who engage with our customers on their journey with Atlassian, such as Channel Partners, Solutions Engineers, and more. You will be a critical liaison between our executives in product and engineering and our customers to help guide direction of future roadmap and constantly improve our customer experience. Are you customer-obsessed and creative? Can you effectively organize resources to meet the needs of our customers? Do you love the Enterprise Sales process and can help us apply your knowledge to the Atlassian sales model? If so, we'd love you on our team!

Requirements

8+ years experience of software sales experience, focusing on strategic account management
3+ years of selling directly to the Federal System Integrators/Defense Industrial Base
An “Embrace the Chaos” mindset while we build and mature our Public Sector vertical
Experience navigating C-suite relationships within target accounts
Deep knowledge of the changing Defense landscape and its impact on this customer base
Experience with achieving success in customer-first SaaS organizations
You excel when engaging directly with enterprise customers with a consultative, relationship-oriented approach
Experience using CRM, Pipeline Management, and Analytic tools
You are someone who wants to challenge the traditional Sales Model and improve sales processes.
You love working cross-departmentally, take the initiative to get stuff done, try new things and are willing to be an advocate and voice for the public sector business

Nice To Haves

Strong relationships throughout several accounts in the territory such as Northrop Grumman, General Dynamics, BAH, or Jacobs
Entrepreneurial spirit combined with experience navigating the cross-departmental ecosystem of a larger, matrix organization
Understanding of the unique requirements of DoD/IC cloud deployments
Experience selling FedRAMP-compliant solutions

Responsibilities

Deeply understanding your customers and how they are leveraging Atlassian's suite of products.
Nurturing and growing existing relationships and working diligently to build new ones.
Through strategic account planning, client management, and consistent demonstration of value creation, you will drive the execution of our profound goals.
Customer account lead, setting direction and guiding orchestration for all of our support and cross functional teams who engage with our customers on their journey with Atlassian, such as Channel Partners, Solutions Engineers, and more.
Critical liaison between our executives in product and engineering and our customers to help guide direction of future roadmap and constantly improve our customer experience.