Team OverviewThis is a rare seat on a team built around a single, high-impact mission: guiding our Mid Market West customers through their transformation from legacy, self-managed Data Center to a modern, AI-driven Cloud platform. These are customers who already know and trust Atlassian — your job is to help them take the next step into a faster, smarter, more connected way of working, and to unlock the new capabilities (including Rovo and our broader AI portfolio) that only Cloud makes possible. It’s consultative, relationship-led selling with a clear story and real momentum behind it.

You’ll work hand-in-hand with Channel Partners, Product Specialists, Account Managers, and Solution Engineers — as a TEAM — to make each customer’s move to Cloud smooth, confident, and worth it. Above all, we believe in the Atlassian values and use them as our compass as we continue to evolve our revolutionary sales model. You’ll report to the Manager, Account Executive, Mid Market West

In this role, you will:

• Own a book of Mid Market West accounts and lead their transformation from Data Center to Cloud, driving expansion and adoption of our modern platform

• 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, building clear territory and account plans and serving as the primary point of contact for your accounts

• Tell a compelling transformation story: help customers see the value of moving off a legacy platform and the new possibilities — automation, AI, and connected teamwork — that Cloud unlocks

• Build and maintain executive-level relationships across many business groups, including IT, business, sales, and marketing

• Apply MEDDPICC (or similar) to qualify, advance, and win complex, multi-stakeholder opportunities

• Build multithreaded, multi-solution strategies using outcome-based selling to guide customers to the right decision

• Partner closely with channel, marketing, product, and customer success to keep customer satisfaction at the highest priority

• Negotiate and price customer contracts, including multi-year Cloud commitments

• Source and qualify leads to maintain a healthy pipeline, and provide accurate forecasting to sales leadership

• Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your team

Your background:

• 4+ years of full-cycle closing experience carrying a quota in the Mid-Market, Emerging Enterprise, or Enterprise segments

• Experience being the quarterback for accounts in a matrixed sales organization, leading account planning and creating alignment across internal teams

• Having sold multi-point software solutions in multithreaded deals to mid-market or enterprise companies

• Worked on both transactional and enterprise-grade strategic deals with sales cycles between 3–9 months, ranging from low to mid-six-figure ACV wins

• Experience in solution or outcome-based selling, aligning to customer goals

• Building relationships with executive and C-suite stakeholders

• A track record of meeting or exceeding your performance targets

• Strongly preferred: experience guiding customers through a platform transformation — helping an existing base move from a self-managed / on-premise product to a modern SaaS or Cloud offering. You understand the trust, change-management, and business-case dynamics that make this motion different from a net-new sale, and you know how to build momentum where “it works fine today” is the default answer.

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.

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.

This role may also be eligible for benefits, bonuses, commissions, and equity.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: $115,334 - $150,575Zone B: $103,800 - $135,517Zone C: $95,727 - $124,977

Benefits & PerksAtlassian 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.