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About the Role

Our Mid-Market sales team is responsible for managing a portfolio of mid-sized customers, identifying cloud-first sales opportunities, and nurturing customer relationships to achieve revenue targets. You will advocate for customers by providing feedback to product and engineering teams to enhance customer experience, collaborating with internal teams and partners. This role covers the LATAM region and requires full fluency in Spanish and/or 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 to 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 Spanish and/or Portuguese fluency
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 working 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
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 successfully meet or exceed performance targets
Experience growing enterprise accounts and applying a strategy that results in greater outcomes

Location

LATAM

Work Type

Remote
Hybrid
Onsite

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

About the Company

Atlassian unleashes the potential of every team. Our agile & DevOps, IT service management and work management software help teams organize, discuss, and complete shared work. The majority of the Fortune 500 and over 300,000 companies of all sizes worldwide - including NASA, Audi, Kiva, Deutsche Bank, and Dropbox - rely on our solutions to help their teams work better together and deliver quality results on time. Our products include Jira Software, Confluence, and Jira Service Management.
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.

Equal Opportunity

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.
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.