Account Executive, Mid-Market West

Responsibilities

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, etc.

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

Stay 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

Qualifications

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

2+ years selling SaaS products

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

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.

Zone A: $115,200 - $150,400
Zone B: $103,500 - $135,125
Zone C: $95,400 - $124,550

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.

EEO & Accessibility Statement
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.

#J-18808-Ljbffr