Strategic Account Executive, Defense Industrial Base

Atlassian; United States; Remote; USD 171,000 - 276,000; Full time

Job summary

An established industry player is seeking a Strategic Account Executive to enhance relationships with key government clients. This role focuses on understanding customer needs and leveraging a suite of software products to drive value. You'll be pivotal in orchestrating support teams and guiding product direction, ensuring a customer-first approach in a dynamic environment. If you're passionate about enterprise sales and thrive in a consultative role, this is an exciting opportunity to make a significant impact in the public sector.

Benefits

Health Coverage

Paid Volunteer Days

Wellness Resources

Equity Options

Bonuses and Commissions

Qualifications

• 8+ years of software sales experience, focusing on strategic account management.
• Experience navigating C-suite relationships within target accounts.

Responsibilities

• Understand customers and how they leverage Atlassian's products.
• Drive execution of strategic account planning and client management.

Skills

Software Sales

Strategic Account Management

Relationship Management

Consultative Selling

CRM Tools

Pipeline Management

Analytic Tools

C-suite Engagement

Job description

Strategic Account Executive, Defense Industrial Base

Sales | Washington DC, United States | Remote, Remote | Full-Time

Atlassian is on a mission to unleash the potential of every team and we are making significant investments into our public sector vertical. We partner with agencies like NASA, Lockheed Martin, Department of Veterans Affairs, Air Force, many State and Local Governments and some of the largest Federal Systems Integrators to advance humanity through the power of software and collaboration. We have over 250,000 customers worldwide, and our Public Sector Enterprise Advocates are working with our largest and most strategic customers in government to scale their investments in Atlassian.

Responsibilities

1. As a Strategic Federal Account Executive, you are responsible for deeply understanding your customers and how they are leveraging Atlassian's suite of products.
2. Nurturing and growing existing relationships and working diligently to build new ones.
3. Through strategic account planning, client management, and consistent demonstration of value creation, you will drive the execution of our profound goals.
4. You will be the customer account lead, setting direction and guiding orchestration for all of our support and cross-functional teams who engage with our customers on their journey with Atlassian.
5. Act as a critical liaison between our executives in product and engineering and our customers to help guide direction of future roadmap and constantly improve our customer experience.

Are you customer-obsessed and creative? Can you effectively organize resources to meet the needs of our customers? Do you love the Enterprise Sales process and can help us apply your knowledge to the Atlassian sales model? If so, we'd love you on our team!

Qualifications

1. 8+ years of software sales experience, focusing on strategic account management.
2. 3+ years of selling directly to the Federal System Integrators/Defense Industrial Base.
3. An “Embrace the Chaos” mindset while we build and mature our Public Sector vertical.
4. Experience navigating C-suite relationships within target accounts.
5. Deep knowledge of the changing Defense landscape and its impact on this customer base.
6. Experience with achieving success in customer-first SaaS organizations.
7. You excel when engaging directly with enterprise customers with a consultative, relationship-oriented approach.
8. Experience using CRM, Pipeline Management, and Analytic tools.
9. You are someone who wants to challenge the traditional Sales Model and improve sales processes.
10. You love working cross-departmentally, take the initiative to get stuff done, try new things and are willing to be an advocate and voice for the public sector business.

It Would Be Great If You Also Had:

1. Strong relationships throughout several accounts in the territory such as Northrop Grumman, General Dynamics, BAH, or Jacobs.
2. Entrepreneurial spirit combined with experience navigating the cross-departmental ecosystem of a larger, matrix organization.
3. Understanding of the unique requirements of DoD/IC cloud deployments.
4. Experience selling FedRAMP-compliant 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: $207,000 - $276,000
• Zone B: $186,300 - $248,400
• Zone C: $171,800 - $229,100

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.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.