Account Executive, Mid Market (LATAM)

About the Position

Working at Atlassian

Atlassian empowers its employees to choose their work environment, whether in an office, from home, or a combination of both. This flexibility allows Atlassians to better support their family, personal goals, and other priorities. We hire talent globally, wherever we have a legal entity. Interviews and onboarding are conducted virtually, reflecting our distributed-first company ethos.

Atlassian helps teams of all sizes, including the majority of the Fortune 500, to work better together and deliver quality results on time. Our software, such as Jira Software, Confluence, and Jira Service Management, is trusted by companies like NASA, Audi, Kiva, Deutsche Bank, and Dropbox.

Team Overview

Our Mid-Market sales team in LATAM is dedicated to managing a portfolio of mid-sized customers. This includes identifying cloud-first sales opportunities, cross-selling, expanding user bases, nurturing customer relationships, and achieving revenue targets. You will also serve as a strong advocate for our customers by providing valuable feedback to our product and engineering teams, enhancing our customer experience. Collaboration with Channel Partners, Product Specialists, Account Managers, and Solution Engineers is key to guiding and aiding our customers in deploying and utilizing Atlassian at scale. We are committed to the Atlassian values, which guide our revolutionary sales model.

This role will cover the LATAM region and requires full fluency in Portuguese

Responsibilities

• Own a book of ~40 accounts in our Mid Market segment (Atlassian seat count between 200-10,000) to drive Net New growth and expansion
• Hold a quota that ranges between $2-4M annually, depending on your territory
• Lead a cross-functional deal team (SDR, SE, SSE, AM, partners) as the quarterback, ensuring clear territory and account plans for optimal success; and being the point of contact for your accounts
• Build and maintain executive-level relationships across many business groups including IT, business, sales, marketing, etc.
• Leverage MEDDPICC to qualify, advance, and win complex opportunities, focusing 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 tactics
• Collaborate with internal teams such as channel, marketing, product, and customer success to keep customer satisfaction at the highest priority
• Negotiate and price customer contracts
• Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and 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 intentional togetherness gatherings with your teams

Requirements

• 3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. Enterprise experience is a plus!
• 2+ years selling SaaS products
• 2+ years of selling into LATAM
• Full Portuguese fluency
• Experience being the quarterback for accounts in a matrixed sales organization, leading account planning efforts, and creating alignment with internal teams
• Experience in selling multi-point software solutions in multithreaded deals to mid-market or enterprise companies
• Worked on both transactional and strategic deals with sales cycles between 3-9 months
• Experience in solution or outcome-based selling tactics, aligning customers' short and long term goals
• Building strong relationships with internal and external stakeholders, including executive and C-suite individuals
• Utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentation
• Successfully meet or exceed your performance targets
• Experience growing enterprise accounts and applying a strategy that results in greater outcomes

We Offer

• Competitive base salary ranging from $95,727 to $150,575 annually, depending on the geographic pay zone
• Comprehensive benefits and perks designed to support you, your family, and your local community
• Opportunities for growth and professional development
• A diverse and inclusive work environment

About the Company

At Atlassian, we are 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.

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.

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