Account Executive, Mid Market

Job title: Account Executive, Mid Market

About the Role

As an Account Executive, Mid Market, you will manage a portfolio of Fortune 1000 accounts, identify cloud-first sales opportunities, drive revenue, and advocate for customers while collaborating with Channel Partners, Product Specialists, Account Managers, and Solution Engineers. You will report to the Manager, Account Executive Mid Market.

What You'll Do

• Own a book of ~40 accounts in our Mid Market segment (Atlas sian seat count between 200-10,000) to drive Net New growth and expansion.

• Own the entire sales cycle from prospecting, discovery, presentations, negotiations and terms, and closing deals.

• Hold a quota that ranges between $2-4M annually, depending on your territory.

• Develop and implement named Account or Territory plans geared at maximizing expansion opportunities and ensuring a high bar of customer success.

• Lead a cross-functional deal team (SDR, SE, SSE, AM, partners) as the quarterback, ensuring clear territory and account plans to optimal success; be the point of contact for your accounts.

• Develop and execute strategic sales plans to achieve company sales goals and targets.

• Build and maintain C-suite and executive-level relationships across IT, business, sales, marketing, etc.

• Leverage 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.

• Collaborate with internal teams such as channel, marketing, product, and customer success to keep customer satisfaction at the highest priority.

• Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadership.

• Understand client needs and propose appropriate solutions to meet those needs.

• Provide accurate forecasting and account planning and sales forecasts to management.

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

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

• Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams.

• What We're Looking For

• 3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments (enterprise experience is a plus).

• 2+ years selling SaaS products.

• Experience as the quarterback for accounts in a matrixed sales organization, leading account planning efforts and creating alignment with internal teams.

• Track record of selling multi-point software solutions in multithreaded deals to mid-market or enterprise companies.

• Ability to build strong relationships with internal and external stakeholders, including executive and C-suite individuals.

• Experience managing key customer relationships and closing strategic sales opportunities.

• Experience in solution or outcome-based selling tactics, aligning customers' short and long-term goals.

• Extensive CRM experience to achieve and correlate key performance metrics.

• Building and leading territory & strategic account plans based on data and research.

• Successfully meet or exceed performance targets.

• Positive contribution to overall team culture with a learner mindset.

• Compensation & Benefits

• At Atlassian, compensation and benefits are designed to be equitable, explainable, and competitive. Role may include benefits, bonuses, commissions, and equity.

• In Canada, base pay ranges for new hires are reported as CA$99,989 - CA$130,541 (subject to standard company practices). Other benefits such as health and wellbeing resources, paid volunteer days, and more are offered.