Account Executive, Mid Market

About the Position

Working at Atlassian

Atlassian is transforming the software development industry, empowering teams around the world, like Vodafone, Daimler, and Klarna, to advance humanity through the power of software and collaboration.

This is not a transactional role. Typical deals run €150K-€400K ARR with 3-9 month cycles, multi-stakeholder procurement, and real commercial complexity. If that sounds like your current quota, keep reading.

Our Mid-Market Sales team, established in the summer of 2019, manages a diverse portfolio of mid-sized customers. We focus on identifying cloud-first sales opportunities, driving cross-sell and user expansion, nurturing strong customer relationships, and consistently achieving ambitious revenue targets. In this role, you’ll also serve as a passionate advocate for our customers, providing valuable feedback to our product and engineering teams to help enhance the overall customer experience.

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Responsibilities

• 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.
• Close net new logos in the €150K-€400K ARR range.
• Own expansion across existing named accounts with 1K-10K active licenses.
• Run DC-to-Cloud migration deals end to end.
• Work as both hunter and farmer, converting reluctant on-premises customers to cloud.
• Work with team members in the channel sales organization to build sales strategies for designated territory or named accounts.
• Prospect and qualify leads within the defined mid-market customer segment.
• Conduct product demonstrations and presentations to showcase the value proposition to potential clients.
• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction.
• Provide regular sales forecasts, reports, and updates to management.
• Travel occasionally to meet clients, attend industry events, conferences, and team gatherings as required.

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Requirements

• Core Skills:

  • Sales
  • Customer Success

• Secondary Skills:

  • Cloud Migration
  • Product Demonstrations
  • Sales Strategies

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We Offer

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. To learn more, visit go.atlassian.com/perksandbenefits.

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About the Company

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

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.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.