Strategic Account Executive - East

Atlassian; Washington (District of Columbia); On-site; USD 189,700 - 255,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Competitive compensation programs

Job summary

Atlassian is seeking a Senior Sales professional in Washington, D.C. to develop Account plans that maximize expansion opportunities across our product portfolio. The ideal candidate will possess over 15 years of experience in Enterprise Software Sales and have a proven record of engaging C-level executives.

This position offers a competitive base pay range influenced by geographic pay zones, along with various benefits and perks to support the well-being of our employees.

Qualifications

• 15+ years of quota-carrying Enterprise Software Sales experience.
• Experience driving transformation deals in large global accounts.
• Proficient in leading cross-geographic teams.

Responsibilities

• Develop Account plans to maximize expansion opportunities.
• Be the main contact for designated strategic accounts.
• Lead complex negotiations and contract discussions.

Skills

Enterprise Software Sales experience

C-level engagement

Consultative approach

CRM utilization

Job description

Working at Atlassian

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.

Overview

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, and Coca‑Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. We believe in the value of ‘play as a team', supporting each other, celebrating our wins together, and sharing knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market awaiting our exploration, along with the consistent preference of our customers for Atlassian products. We are leading the way in responsibly integrating artificial intelligence into our cloud products as we migrate our customers to the cloud and accelerate their business outcomes.

Responsibilities

• Develop and implement named Account or Territory plans geared at maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
• Be the main Atlassian point of contact or escalation point for designated strategic Accounts.
• Develop strategic sales plans to acquire and retain high‑value accounts.
• Identify key decision‑makers within target accounts and build strong relationships with them.
• Build and maintain relationships with C‑level and other executive leaders.
• Understand the business objectives and challenges of potential customers and position solutions to address their needs.
• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance customer satisfaction.
• Lead complex negotiations and contract discussions with customers.
• Conduct market research and stay informed about industry trends to identify new opportunities and maintain a competitive edge.
• Provide regular updates and forecasts on sales performance to senior management.
• Develop and maintain a deep understanding of the company’s products and services to effectively communicate their value proposition to customers.
• Travel as necessary to meet with clients, attend industry events, and participate in conferences.
• Mentor and provide guidance to junior members of the sales team, if applicable.

Qualifications

• 15+ years of quota‑carrying Enterprise Software Sales experience.
• Experience driving transformation deals in large global accounts with multi‑million dollar spend thresholds.
• Experience engaging and building C‑level and other executive relationships.
• Experience navigating complex procurement processes with multiple stakeholders.
• Proficient in leading and guiding a highly matrixed support team across geographies.
• 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.
• Proactively engaging customers with a consultative, solution‑oriented approach in discovering new opportunities.
• Proven track record of meeting or exceeding performance targets.
• Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. The baseline of our range is higher than that of the typical market range, but 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.

Role

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: $228,600 - $255,000
• Zone B: $205,700 - $229,500
• Zone C: $189,700 - $211,650

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

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.