Account Executive, Mid-Market East

Atlassian•Washington, DC

1d•$95,400 - $150,400•Remote

About The Position

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.

Requirements

3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. enterprise experience is a plus!
2+ years selling SaaS products
Being the quarterback for accounts in a matrixed sales organization, leading account planning efforts and creating alignment with internal teams
Having sold multi-point software solutions in multithreaded deals to mid-market or enterprise companies
Worked on both transactional and strategic deals with sales cycles between 3-9 months
Experience in solution or outcome-based selling tactics, aligning customers short and long term goals
Building strong relationships with internal and external stakeholders, including executive and C-suite individuals
Utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentation
Successfully meet or exceed your performance targets
Experience growing enterprise accounts and applying a strategy that results in greater outcomes

Responsibilities

Own a book of ~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 $2-4M 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, ect.
Leveraging 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
Staying 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