Strategic Enterprise Account Executive (Remote)

Atlassian Corp.; United States; Hybrid; USD 163,000 - 213,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Bonuses

Commissions

Equity

Job summary

At Atlassian, we empower teams worldwide with software solutions that unlock potential and drive revenue growth. This role focuses on building and nurturing strategic relationships with Fortune 500 customers, negotiating complex contracts, and coordinating with internal teams to deliver outstanding customer outcomes.

You will develop multi-year account plans, identify expansion opportunities, and execute strategic sales activities across a broad product portfolio.

Qualifications

• 6+ years of quota-carrying enterprise software sales experience.
• Experience growing enterprise accounts and applying strategy that results in greater outcomes.
• Experience engaging and building C-level and executive relationships.
• Experience creating alignment and orchestrating internal account teams.
• 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.
• Experience leading or coordinating Account teams to drive successful customer outcomes.

Responsibilities

• 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.
• Developing and executing strategic sales plans to achieve company sales goals and targets.
• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.
• Building and maintaining relationships with C-level and other executive relationships.
• Understanding client needs and proposing appropriate solutions to meet those needs.
• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.
• Negotiating contracts and pricing agreements with clients.
• Providing accurate forecasting and account planning and sales forecasts to management.
• Staying updated on industry trends and competitors to maintain a competitive edge.
• Traveling to meet clients and attend industry events as necessary.
• Build sales strategies for designated territory or named Accounts
• Serve as the main Atlassian point of contact or escalation point for designated Accounts
• Run strategy plays to identify opportunities and build long relationships with your customers.
• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts.

Skills

Enterprise software sales

C-level relationships

Strategic account planning

CRM proficiency

Cross-functional collaboration

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.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, Booking.com , Heineken, IKEA, 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. What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share 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.

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!

What You’ll Do

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.

Developing and executing strategic sales plans to achieve company sales goals and targets.

Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

Building and maintaining relationships with C-level and other executive relationships.

Understanding client needs and proposing appropriate solutions to meet those needs.

Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

Negotiating contracts and pricing agreements with clients.

Providing accurate forecasting and account planning and sales forecasts to management.

Staying updated on industry trends and competitors to maintain a competitive edge.

Traveling to meet clients and attend industry events as necessary.

Build sales strategies for designated territory or named Accounts

Serve as the main Atlassian point of contact or escalation point for designated Accounts

Run strategy plays to identify opportunities and build long relationships with your customers.

Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts.

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 Americas, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $180,900 - $236,175

Zone B: $162,810 - $212,558

Zone C: $150,147 - $196,025

Your Background

6+ years of quota-carrying Enterprise Software Sales Experience

Experience growing enterprise accounts, and applying strategy that results in greater outcomes

Experience engaging and building C-level and executive relationships

Experience creating alignment and orchestrating internal account teams

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

Experience leading or coordinating Account teams to drive successful customer outcomes

Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities

Proven track record of meeting or exceeding performance targets

Contributes to the overall team culture in a positive, impactful way

You possess a learner mindset

Experience , and orchestrate the execution of strategies for assigned accounts

Ability to partner cross-functionally and proactively builds a network with internal and external stakeholders to drive the business forward

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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