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.

In this role, you will:

• 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.

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

• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

• Building and maintaining relationships with C-level and other executive relationships.

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

• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

• Negotiating contracts and pricing agreements with clients.

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

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

• Traveling to meet clients and attend industry events as necessary.

• Build sales strategies for designated territory or named Accounts

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

• Run strategy plays to identify opportunities and build long relationships with your customers.

• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts.

Your background:

• 6+ years of quota-carrying Enterprise Software Sales Experience

• Experience growing enterprise accounts, and applying strategy that results in greater outcomes

• Experience engaging and building C-level and executive relationships

• Experience creating alignment and orchestrating internal account teams

• Experience managing key customer relationships and closing strategic sales opportunities

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

• Building and leading territory & strategic account plans

• Experience leading or coordinating Account teams to drive successful customer outcomes

• Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities

• Proven track record of meeting or exceeding performance targets

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

• You possess a learner mindset

• Experience , and orchestrate the execution of strategies for assigned accounts

• Ability to partner cross-functionally and proactively builds a network with internal and external stakeholders to drive the business forward

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: USD 115200 - USD 150400

Zone B: USD 103500 - USD 135125

Zone C: USD 95400 - USD 124550

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.

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.