Account Executive, Mid-Market (West)

Overview

Atlassian is revolutionizing the software development industry and helping teams all around the world like Nasa, Nike, Pixar and Tesla to advance humanity through the power of software & collaboration. We have over 200,000 customers worldwide, and the Enterprise Advocates help the largest of those accounts scale their investments in Atlassian.

This Account Based Selling role would be joining our Americas team. Our Enterprise Advocates build and implement an effective sales strategy to drive adoption of select products and services to our Enterprise customer base. At the same time, we want our Enterprise Advocates to be a champion for their customers, sharing experiences and suggestions to our product and engineering teams, helping to optimize our customer experience. All of this is done in tight coordination with our Channel Partners, Product Specialists, and Marketing organization.

Account Executives are consultative, solution orientated and creative. They are able to think strategically and effectively prioritize resources to meet the needs of our customers. You need to have an understanding of the Mid-Market Sales process & be able to help us apply what could work to the Atlassian sales model.

Responsibilities

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

• Maintain full Account ownership while coordinating with a variety of roles (including EDR, LA, Align, TAM, and CSM functions) to ensure a seamless customer experience

• Work closely with colleagues in the Channel, EDR, and Loyalty teams to build and execute on effective sales strategies for designated territory or named Accounts

• Strong interlock and engagement with Technical Account Managers to understand technical initiatives and business outcomes

• Team up with the Loyalty Advocate team (Renewals Team) to maximize customer health and retention

• Funnel key customer feedback through Field Ops Insights team

• Establish and maintain productive peer-to-peer relationships with internal Atlassian stakeholders, Solution Partners, and key customers

Qualifications

• 5 or more years of sales experience in a business-to-business sales environment

• 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-orientated 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

Preferred Additional Experience:

• Experience selling SaaS to Dev/IT audiences

• Solution selling to VP and C-level Executives

• Experience working alongside a channel sales organization

• Familiarity with Atlassian’s suite of products

• Experience with both on-premise and cloud software solutions

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: $127,000 – $152,400 USD

Zone B: $114,000 – $136,800 USD

Zone C: $105,000 – $126,000 USD

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.

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

About Atlassian

At Atlassian, we’re motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.

$114,000 – $136,800