Account Executive, Mid-Market

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Atlassian unleashes the potential of every team. Our agile & DevOps, IT service management and work management software helps 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, in 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.

What You'll Do:

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring high bar of customer success
• Developing and executing sales strategies to drive revenue growth within the mid-market segment.
• Prospecting and qualifying leads within the defined mid-market customer segment.
• Building and maintaining strong relationships with mid-market clients, understanding their business needs, and proposing suitable solutions.
• Conducting product demonstrations and presentations to showcase the value proposition to potential clients.
• Presenting contracts, pricing, and terms with mid-market clients.
• Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction.
• Providing regular sales forecasts, reports, and updates to management.
• Staying updated on industry trends, market dynamics, and competitor activities within the mid-market segment.
• Traveling occasionally to meet clients, attend industry events, conferences, and intentional togetherness gatherings as required

Your background

• 5+ years of quota-carrying Enterprise Software Sales Experience
• Experience growing mid-market accounts
• 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