Account Executive, Mid-Market West

Atlassian; San Francisco (CA); Hybrid; USD 94,000 - 153,000; Full time

Job summary

An innovative firm is looking for a seasoned sales professional to join their dynamic Mid-Market sales team. This role is pivotal in managing a portfolio of mid-sized customers, focusing on identifying cloud-first sales opportunities and nurturing client relationships. You'll be an advocate for customer success, providing valuable feedback to enhance their experience. With a commitment to teamwork, you'll collaborate closely with various internal teams to drive successful deployment and utilization of solutions at scale. If you're passionate about technology and eager to make a significant impact, this opportunity is for you!

Benefits

Health Coverage

Paid Volunteer Days

Wellness Resources

Flexible Work Environment

Qualifications

• 6+ years in quota-carrying Enterprise Software Sales.
• Strong experience in building C-level relationships.
• Proven track record in strategic sales and account management.

Responsibilities

• Develop and execute strategic sales plans to meet targets.
• Build and maintain relationships with key decision makers.
• Collaborate with internal teams to ensure client satisfaction.

Skills

Enterprise Software Sales

C-level Relationship Building

Strategic Account Management

Consultative Selling

CRM Utilization

Sales Forecasting

Team Collaboration

Negotiation Skills

Tools

CRM Software

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.

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.

Responsibilities

1. Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
2. Developing and executing strategic sales plans to achieve company sales goals and targets.
3. Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.
4. Building and maintaining relationships with C-level and other executive relationships.
5. Understanding client needs and proposing appropriate solutions to meet those needs.
6. Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.
7. Negotiating contracts and pricing agreements with clients.
8. Providing accurate forecasting and account planning and sales forecasts to management.
9. Staying updated on industry trends and competitors to maintain a competitive edge.
10. Traveling to meet clients and attend industry events as necessary.
11. Build sales strategies for designated territory or named Accounts.
12. Serve as the main Atlassian point of contact or escalation point for designated Accounts.
13. Run strategy plays to identify opportunities and build long relationships with your customers.
14. Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or named accounts.

Minimum Requirements

1. 6+ years of quota-carrying Enterprise Software Sales Experience.
2. Experience growing enterprise accounts, and applying strategy that results in greater outcomes.
3. Experience engaging and building C-level and executive relationships.
4. Experience creating alignment and orchestrating internal account teams.
5. Experience managing key customer relationships and closing strategic sales opportunities.
6. Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
7. Building and leading territory & strategic account plans.
8. Experience leading or coordinating Account teams to drive successful customer outcomes.
9. Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities.
10. Proven track record of meeting or exceeding performance targets.
11. Contributes to the overall team culture in a positive, impactful way.
12. You possess a learner mindset.
13. Ability to partner cross-functionally and proactively builds a network with internal and external stakeholders to drive the business forward.

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: $114,300 - $152,400

Zone B: $102,900 - $137,200

Zone C: $94,900 - $126,500

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.

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.

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