Note: The job is a remote job and is open to candidates in USA. Atlassian is a company that unleashes the potential of every team through their agile & DevOps, IT service management and work management software. The Account Executive for the Mid-Market West will manage a portfolio of mid-sized customers, driving growth and expansion while advocating for customer needs and collaborating closely with internal teams.
Responsibilities
- 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
- 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, ensuring clear territory and account plans to optimal success; and being the point of contact for your accounts
- Build and maintain 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
- Negotiate and price customer contracts
- Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadership
- Staying updated on industry trends and competitors to maintain a competitive advantage
- Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams
Skills
- 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
- Worked on both transactional and strategic deals with sales cycles between 3-9 months
- Experience in solution or outcome-based selling tactics, aligning customers short and long term goals
- Building strong relationships with internal and external stakeholders, including executive and C-suite individuals
- Utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentation
- Successfully meet or exceed your performance targets
- Experience growing enterprise accounts and applying a strategy that results in greater outcomes
Benefits
- Health and wellbeing resources
- Paid volunteer days
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