Account Executive, Mid-market

Atlassian; Amsterdam; On-site; EUR 120,000 - 170,000; Full time

Job summary

At Atlassian, we seek an Account Executive, Mid-Market to drive strategic revenue growth in the Benelux region. You will own the full commercial process from outbound pipeline to close, positioning Atlassian’s System of Work as a catalyst for long-term transformation.

You will build data-driven territory plans, engage C-level stakeholders, and conduct advanced performance analyses to spot market trends and accelerate deals.

Qualifications

• 5+ years of B2B SaaS sales experience in a senior, full-cycle closing role (Mid-Market or Enterprise segment preferred).
• Proven history of meeting or exceeding revenue targets (≥90% quota attainment) in complex, multi-stakeholder environments.
• Business acumen to understand customer objectives and value drivers.
• Mastery of structured sales methodologies (e.g., MEDDPICC or MEDDIC).
• Ability to analyze market data and forecast with data-driven rigor.

Responsibilities

• Own and deliver against an annual ACV quota target, driving new business and expansion in a mid-market portfolio.
• Develop data-driven territory plans and evaluate performance using macro-market trends and competitive indicators.
• Build and maintain executive relationships with C-level and VP-level stakeholders through briefings and calls.
• Use a discovery-led approach to uncover pain points and position Atlassian as a strategic partner with ROI/TCO models.
• Act as quarterback for the account team, coordinating Solution Engineers, Channel Partners, Marketing, and Customer Success.

Skills

B2B SaaS sales

Executive presence

Analytical skills

MEDDPICC

Strategic thinking

Tools

Salesforce

Job description

Overview

The Account Executive, Mid-Market (P50) is a senior, quota-carrying sales role responsible for driving strategic revenue growth across a defined book of mid-market accounts in the Benelux region. Operating as a \"quarterback,\" the AE owns the entire commercial process—from outbound pipeline generation and complex discovery through to strategic negotiation and close. At the P50 level, you are expected to move beyond transactional selling to position Atlassian’s System of Work as a catalyst for long-term business transformation. You will build data-driven territory plans, engage C-level stakeholders through strategic briefings, and conduct advanced performance analyses to identify market trends. Success is measured by quota attainment, executive engagement, and your ability to influence cross-functional teams to deliver a coordinated, high-impact customer experience.

Responsibilities

• Strategic Revenue Ownership: Own and deliver against an annual ACV quota target , driving both new business and expansion within a complex mid-market portfolio.

• Advanced Territory & Account Planning: Develop and execute sophisticated, data-driven territory plans. Conduct advanced analyses to evaluate sales performance, identifying high-value opportunities based on macro-market trends and competitive indicators.

• Executive Relationship Management: Build and maintain strategic C-level and VP-level relationships, delivering a minimum of 3 executive briefings and 7 executive sales calls per fiscal year to align Atlassian’s roadmap with customer business objectives.

• Consultative Value Selling: Use a discovery-led approach to uncover deep operational pain points. Position Atlassian as a strategic partner by creating personalized roadmaps and using ROI/TCO models to demonstrate long-term business impact.

• Cross-Functional Leadership: Act as the \"quarterback\" for the account team, orchestrating Solution Engineers, Channel Partners, Marketing, and Customer Success to deliver a unified and strategic account experience.

• Operational & Analytical Excellence: Maintain rigorous CRM hygiene in Salesforce. Beyond accurate forecasting (using MEDDPICC), contribute to the evolution of sales playbooks and share \"best-selling\" techniques to elevate team-wide performance.

• Strategic Product Expansion: Drive wins in emerging Atlassian product areas (e.g., Jira Service Management, Atlassian Intelligence) to expand the footprint and solve complex cross-departmental challenges.

• Mentorship & Enablement: Complete all mandatory certifications and proactively contribute to the growth of the team by mentoring junior AEs/SDRs and sharing regional market insights.

Compensation

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.

This role may also be eligible for benefits, bonuses, commissions, and equity.

Qualifications

equired Qualifications

• Experience: 5+ years of B2B SaaS sales experience in a senior, full-cycle closing role (Mid-Market or Enterprise segment preferred).

• Strategic Track Record: Proven history of meeting or exceeding revenue targets (≥90% quota attainment) in complex, multi-stakeholder environments.

• Business Acumen: Expert knowledge of organizational structures, business operations, and how software solutions support a customer’s strategic business objectives.

• Sales Methodology Mastery: Deep proficiency in structured sales methodologies (e.g., MEDDPICC or MEDDIC) with a disciplined approach to qualifying and advancing complex deals.

• Advanced Problem Solving: Ability to deconstruct complex customer challenges, identify root causes, and create innovative frameworks or solutions that balance innovation with calculated risk.

• Executive Presence: Demonstrated ability to engage, challenge, and build trust with C-level stakeholders, navigating complex buying committees and procurement processes.

• Analytical Skills: Strong ability to use data and evidence-based reasoning to support territory decisions and provide accurate, reliable forecasting.

Preferred Qualifications

• Domain Expertise: Experience selling collaboration, productivity, or ITSM tools (e.g., Atlassian, ServiceNow, or similar platforms) and familiarity with the \"System of Work\" philosophy.

• Regional Insight: Deep understanding of the Benelux mid-market segment, including regional buying behaviors, cultural nuances, and local market trends.

• Competitive Displacement: Proven success in displacement selling against legacy or alternative solutions (e.g., Microsoft, Notion, or Google Workspace).

• Financial Modeling: Experience building complex ROI analyses, case studies, and TCO models to articulate value to economic buyers.

• Leadership Mindset: A track record of informal leadership, such as mentoring peers, leading knowledge-sharing sessions, or contributing to regional sales strategy.

• Growth Mindset: High coachability and a proactive approach to continuous learning and applying feedback to improve craft excellence.

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

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

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.