Team Overview

Our Account Executive, Mid Market team is responsible for managing a portfolio of Fortune 1000 accounts. 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 customers’ 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.

You will report to the Manager, Account Executive Mid Market.

In this role, you will:

• 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

• Own the entire sales cycle from prospecting, discovery, presentations, negotiations and terms, and closing deals.

• Hold a quota that ranges between $2-4M annually, depending on your territory

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.

• 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

• Developing and executing strategic sales plans to achieve company sales goals and targets.

• Build and maintain C-suite and 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

• Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadership

• Understanding client needs and proposing appropriate solutions to meet those needs.

• Providing accurate forecasting and account planning and sales forecasts to management.

• Serve as the main Atlassian point of contact or escalation point for designated Accounts

• Staying updated on industry trends and competitors to maintain a competitive edge.

• 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.

This role may also be eligible for benefits, bonuses, commissions, and equity.

In Canada, for this role, our current base pay range for new hires is:

Canada: CA$94,500 - CA$123,375

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.

This role may also be eligible for benefits, bonuses, commissions, and equity.

In Canada, for this role, our current base pay range for new hires is:

Canada: CA$94,500 - CA$123,375

Your background:

• 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

• Building strong relationships with internal and external stakeholders, including executive and C-suite individuals

• Experience managing key customer relationships and closing strategic sales opportunities

• Experience in solution or outcome-based selling tactics, aligning customers' short and long-term goals

• Extensive experience utilizing a CRM to achieve and correlate key performance metrics

• Building and leading territory & strategic account plans based on data and research

• Successfully meet or exceed your performance targets

• Contributes to the overall team culture in a positive, meaningful way

• You possess a learner mindset

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.