Account Executive, Mid-Market Northeast

Sales | New York, United States | Washington DC, United States | Remote, Americas | 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. 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. However, above all, we believe in the Atlassian values and use them as our compass as we continue to evolve our revolutionary sales model. In this role, you will:

• 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 customer success to ensure client satisfaction.
• Negotiating contracts and pricing agreements with clients.
• Providing accurate forecasting account planning sales forecasts to management.
• Staying updated on industry trends competitors to maintain competitive edge.
• Traveling to meet clients attend industry events as necessary.
• Build sales strategies for designated territory or named Accounts
• Serve as main Atlassian point of contact or escalation point for designated Accounts
• Run strategy plays identify opportunities build long relationships with your customers.
• Work with complex sales cycles collaborate cross functionally with Channel sales organization build sales strategies for designated territory or named accounts.

Your background:

• 6+ years quota-carrying Enterprise Software Sales Experience
• Experience growing enterprise accounts strategic outcomes
• Experience engaging building C-level executive relationships
• Experience creating alignment orchestrating internal account teams
• Experience managing key customer relationships closing strategic sales opportunities
• Extensive CRM usage experience achieve correlate key performance metrics
• Building leading territory strategic account plans
• Leading coordinating account teams successful customer outcomes
• Consultative solution-oriented approach discovering new opportunities proactively engaging customers
• Proven track record meeting exceeding performance targets
• Positive contribution team culture learner mindset
• Ability partner cross-functionally build networks internally externally drive business

Skills: Enterprise Software Sales, Strategic Sales Planning, Lead Identification & Qualification, Relationship Building (C-level & executives), Contract Negotiation, Customer Success Focus, Forecasting & Account Planning, Industry Trend Awareness, Complex Sales Cycle Management, Cross-functional Collaboration, CRM Proficiency, Consultative Selling, Team Leadership & Coordination, Communication & Presentation Skills Compensation: Base pay ranges by geographic zones in US: Zone A: $115200 - $150400 Zone B: $103500 - $135125 Zone C: $95400 - $124550 Eligible for benefits bonuses commissions equity. Benefits & Perks: Atlassian offers wide range perks including health wellbeing resources paid volunteer days local community engagement more details go.atlassian.com/perksandbenefits. Remote Work Options: yes Atlassians can work office home combination role listed Remote Americas among locations. Atlassian is equal opportunity employer committed diversity recruitment accommodations available upon request.