Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

The Mid-Market sales team is responsible for managing a portfolio of mid-sized customers, identifying sales opportunities, nurturing customer relationships, and achieving revenue targets. This role involves serving as an advocate for customers by providing feedback to product and engineering teams to enhance customer experience, in collaboration with Channel Partners, Product Specialists, Account Managers, and Solution Engineers.

Responsibilities

Own a book of approximately 40 accounts in the Mid Market segment (200-10,000 Atlassian 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 optimal success, and serving as the point of contact for accounts.
Build and maintain executive-level relationships across various business groups including IT, business, sales, and marketing.
Leverage MEDDPICC to qualify, advance, and win complex opportunities, focusing on the 'Why' and value to customer's short and long-term goals.
Identify and close complex deals by building multithreaded, multi-solution strategic opportunities with appropriate stakeholders through outcome-based selling tactics.
Collaborate with internal teams such as channel, marketing, product, and customer success to maintain the highest customer satisfaction.
Negotiate and price customer contracts.
Source and qualify leads to maintain a healthy pipeline using various methods for 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 team gatherings.

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.
Experience quarterbacking accounts in a matrixed sales organization, leading account planning efforts and creating alignment with internal teams.
Experience selling multi-point software solutions in multithreaded deals to mid-market or enterprise companies.
Experience with 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.
Experience building strong relationships with internal and external stakeholders, including executive and C-suite individuals.
Experience utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentation.
Proven ability to meet or exceed performance targets.
Experience growing enterprise accounts and applying a strategy that results in greater outcomes.

Skills

MEDDPICC
Outcome-based selling
Strategic selling
Forecasting
Negotiation
Relationship building

Location

Any country where Atlassian has a legal entity

Work Type

Office
Home
Hybrid

Experience Level

3+ years of quota-carrying experience
2+ years selling SaaS products

Salary/Compensations

Zone A: $115,334 - $150,575
Zone B: $103,800 - $135,517
Zone C: $95,727 - $124,977

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's common goal is to unleash the potential of every team.
Team collaboration through Atlassian tools makes what may be impossible alone, possible together.

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.
Identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.