Mid-Market Account Executive

Job title: Mid-Market Account Executive

About the Role

Mid-Market Account Executive at Atlassian will own a portfolio of mid-market accounts (200-10,000 seat counts), drive net-new growth and expansion, and collaborate with cross-functional teams to ensure customer success and maximizing value realization for Atlassian products.

What You'll Do

• Own a book of ~40 accounts in the Mid Market segment (Atlassian seat count between 200-10,000) to drive net-new growth and expansion.

• Hold a quota of $2-4M annually; lead cross-functional deal teams (SDR, SE, SSE, AM, partners) as quarterback with clear territory and account plans.

• Build and maintain executive-level relationships across IT, business, sales, marketing, and other stakeholders.

• Qualify, advance, and win complex opportunities using MEDDPICC, focusing on why the solution and its long-term value deliver for the customer.

• Identify and close multi-threaded, multi-solution strategic opportunities with appropriate stakeholders through outcome-based selling.

• Collaborate with internal teams such as channel, marketing, product, and customer success to maximize customer satisfaction.

• Negotiate and price customer contracts; source and qualify leads; maintain a healthy pipeline; 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 team gatherings.

• 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 quarterback in a matrixed sales organization; leading account planning efforts and alignment with internal teams.

• Track record selling multi-point software solutions in multi-threaded deals to mid-market or enterprise companies; sales cycles typically 3-9 months.

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

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

• Proficiency with tools to achieve and correlate KPIs, campaign outreaches, data integrity, and documentation.

• Demonstrated ability to meet or exceed performance targets.

• Experience growing enterprise accounts and applying strategy that produces greater outcomes.

• Nice to Have

• Enterprise-level experience is a plus.

• Compensation & Benefits

• Base pay in the United States ranges by geographic pay zones: Zone A $115,334-$150,575; Zone B $103,800-$135,517; Zone C $95,727-$124,977.

• The role may be eligible for benefits, bonuses, commissions, and equity.

• Atlassian offers perks such as health and wellbeing resources, paid volunteer days, and more.

• Compensation policy and geographic pay zones information available.