Account Executive, Mid-Market West
About The Position
Atlassian’s Mid-Market sales team manages a portfolio of mid-sized customers, identifying cloud-first, cross-sell, and user-expansion opportunities while nurturing relationships and achieving revenue targets. Account Executives also advocate for customers by sharing feedback with product and engineering teams to improve the customer experience, working closely with Channel Partners, Product Specialists, Account Managers, and Solution Engineers to support customer deployment and use of Atlassian at scale. The role owns approximately 40 accounts in the Mid-Market segment, defined here as customers with 200–10,000 Atlassian seats, and carries an annual quota of $2–4 million depending on territory. The Account Executive leads cross-functional deal teams, builds executive relationships, develops strategic opportunities, negotiates contracts, manages pipeline and forecasting, and travels occasionally for customer meetings, industry events, and team gatherings.
Requirements
- At least 3 years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments.
- At least 2 years of experience selling SaaS products.
- Experience leading account planning and aligning internal teams as the account lead in a matrixed sales organization.
- Experience selling multi-point software solutions in multithreaded deals to mid-market or enterprise companies.
- Experience with transactional and strategic deals with sales cycles of 3–9 months.
- Experience with solution- or outcome-based selling aligned to customers’ short- and long-term goals.
- Ability to build strong relationships with internal and external stakeholders, including executive and C-suite individuals.
- Experience using multiple tools to track and correlate KPIs, campaign outreach, data integrity, and documentation.
- A record of meeting or exceeding performance targets.
- Experience growing enterprise accounts and applying a strategy to achieve greater outcomes.
Nice To Haves
- Enterprise-segment experience.
Responsibilities
- Own a book of approximately 40 Mid-Market accounts with 200–10,000 Atlassian seats, driving net-new growth and expansion.
- Carry an annual quota ranging from $2 million to $4 million, depending on territory.
- Lead cross-functional deal teams, including SDRs, SEs, SSEs, AMs, and partners; establish territory and account plans and serve as the point of contact for accounts.
- Build and maintain executive-level relationships across business groups, including IT, sales, and marketing.
- Use MEDDPICC to qualify, advance, and win complex opportunities, focusing on customer needs and short- and long-term value.
- Identify and close complex, multithreaded, multi-solution strategic deals using outcome-based selling.
- Collaborate with channel, marketing, product, and customer success teams to prioritize customer satisfaction.
- Negotiate and price customer contracts.
- Source and qualify leads, maintain a healthy pipeline, and provide accurate forecasts to sales leadership.
- Stay current on industry trends and competitors.
- Travel occasionally for customer meetings, industry events, and team gatherings.
Benefits
- Health and wellbeing resources
- Paid volunteer days
- The role may also be eligible for benefits, bonuses, commissions, and equity.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
