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About the Role

Atlassian's Mid-Market sales team manages a portfolio of mid-sized customers, focusing on identifying cloud-first sales opportunities, cross-selling, and user expansion. The role involves nurturing customer relationships, achieving revenue targets, and advocating for customers by providing feedback to product and engineering teams to enhance customer experience. This is done in collaboration with Channel Partners, Product Specialists, Account Managers, and Solution Engineers, with a shared commitment to guiding customer deployment and utilization of Atlassian at scale, guided by Atlassian values.

Responsibilities

Own a book of 45-75 accounts in the Mid Market segment (200-10,000 seats) to drive Net New growth and expansion.
Hold a quota ranging between $2-4M annually depending on territory.
Lead a cross-functional deal team (SDR, SE, SSE, AM, partners) as the quarterback, ensuring clear territory and account plans for success, and serving as the primary point of contact for accounts.
Build and maintain executive-level relationships across various business groups including IT, business, sales, and marketing.
Apply MEDDPICC (or similar methodologies) to qualify, advance, and win complex opportunities.
Identify and close complex deals by building multithreaded, multi-solution strategic opportunities with stakeholders through outcome-based selling tactics.
Travel occasionally for customer meetings, industry events, and team gatherings.
Collaborate with internal teams such as channel, marketing, product, and customer success to maintain high customer satisfaction.
Negotiate and price customer contracts.
Source and qualify leads to maintain a healthy pipeline using various methods for territory plans.
Provide accurate forecasting to sales leadership.
Stay updated on industry trends and competitors to maintain a competitive advantage.

Requirements

6+ years of quota carrying experience, with 3+ years focused on selling SaaS solutions.
1+ years of experience selling to enterprise companies.
Experience quarterbacking accounts in a matrixed sales organization, leading account planning and aligning internal teams.
Experience selling multi-point software solutions in multithreaded deals to mid-market or enterprise companies.
Experience with both transactional and enterprise-grade strategic deals with sales cycles between 3-9 months and ACV wins ranging from low to mid-six figures.
Experience in solution or outcome-based selling tactics, aligning with customer goals.
Experience building relationships with executive and C-suite individuals.
Experience utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing documentation.
Proven ability to meet or exceed performance targets.
Experience growing enterprise accounts and applying a strategy that results in greater outcomes.

Skills

SaaS solutions sales
Enterprise sales
MEDDPICC
Outcome-based selling
Executive relationship building
Contract negotiation
Forecasting
Territory planning

Location

Any country where Atlassian has a legal entity

Work Type

Office
Home
Hybrid

Experience Level

6+ years quota carrying experience
3+ years SaaS sales experience
1+ years enterprise sales experience

Salary/Compensations

Zone A: $115,200 - $150,400
Zone B: $103,500 - $135,125
Zone C: $95,400 - $124,550

Benefits

Health and wellbeing resources
Paid volunteer days
Benefits, bonuses, commissions, and equity may be available

About the Company

Atlassian unleashes the potential of every team with agile & DevOps, IT service management, and work management software.
Over 300,000 companies worldwide, including NASA, Audi, Kiva, Deutsche Bank, and Dropbox, rely on Atlassian solutions.
Products include Jira Software, Confluence, and Jira Service Management.
Atlassian is motivated by a common goal: to unleash the potential of every team.
Atlassian believes that the unique contributions of all employees create their success.
Identity verification may be required for employment fraud purposes.

Equal Opportunity

Atlassian does not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.
All information will be kept confidential according to EEO guidelines.
Accommodations or adjustments can be supported at any stage of the recruitment process.