Account Executive, Mid Market (LATAM)

Atlassian Corp.; Austin, New York (TX, NY); Hybrid; USD 115,000 - 151,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Accommodations as needed

Job summary

At Atlassian, the Mid-Market sales team manages a portfolio of mid-sized customers, including LATAM opportunities. You will own about 40 accounts, drive net new growth, and lead cross-functional deal teams to win complex, multivariable opportunities.

We seek 3+ years of quota-carrying SaaS sales, 2+ years in LATAM, and full Portuguese fluency. Expect executive relationship building, MEDDPICC-based qualification, and collaboration with channel, product, and customer success.

Qualifications

• 3+ years quota-carrying experience in mid-market or enterprise.
• 2+ years selling SaaS products.
• 2+ years selling into LATAM.
• Full Portuguese fluency.
• Experience leading account planning in a matrix organization.
• Sold multi-point software in multithreaded deals to mid-market or enterprise.
• Experience with transactional and strategic deals (3–9 months).
• Solution/outcome-based selling experience.
• Building relationships with executive stakeholders.

Responsibilities

• Own ~40 accounts in Mid Market to drive net new growth.
• Hold a quota of $2–4M annually.
• Lead cross-functional deal teams as quarterback for accounts.
• Build executive relationships across IT, business, sales, marketing.
• Qualify and win complex opportunities using MEDDPICC.
• Close multithreaded, multi-solution deals with stakeholders.
• Collaborate with channel, marketing, product, and customer success.
• Negotiate and price contracts.
• Source and qualify leads and provide accurate forecasting.
• Travel occasionally for meetings and industry events.

Skills

Quota carrying

SaaS selling

LATAM sales

Portuguese fluency

Executive relationships

Account planning

Tools

MEDDPICC

Job description

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 help 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.

Team Overview

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, to 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.

** This role will cover the LATAM region and requires full fluency in Portuguese**

In this role, you will:

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

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 - $150,575
• Zone B: $103,800 - $135,517
• Zone C: $95,727 - $124,977

Your background:

3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. enterprise experience is a plus!

2+ years selling SaaS products

2+ years of selling into LATAM

Full Portuguese fluency

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

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.

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.

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