Senior Enterprise Software Sales

About the Role

At Atlassian, this senior Enterprise Software Sales role focuses on building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams to drive customer success for strategic accounts. You will own named Accounts or Territories and work to maximize expansion opportunities across Atlassian’s product portfolio.

What You'll Do

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

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

• Identify and qualify leads, build relationships with key decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals.

• Build and maintain relationships with C-level and other executive stakeholders.

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

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

• Negotiate contracts and pricing agreements with clients.

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

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

• Travel to meet clients and attend industry events as necessary.

• Run strategy plays to identify opportunities and build long-term relationships with customers.

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

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

• What We're Looking For

• 8+ 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 and are able to coordinate the execution of strategies for assigned accounts.

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

• Compensation & Benefits

• US pay zones for this role: Zone A: $146,700 - $191,525; Zone B: $132,030 - $172,373; Zone C: $121,761 - $158,966 (base pay for new hires, US). Base pay ranges vary by geographic zone; confirm your zone with your recruiter.

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

• Atlassian offers a wide range of perks and benefits designed to support you and your family, including health and wellbeing resources and paid volunteer days. For details, visit go.atlassian.com/perksandbenefits.

• You are trained on data up to October 2023.