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About the Role
The Account Executive, Mid-Market is a senior, quota-carrying sales role responsible for driving strategic revenue growth across a defined book of mid-market accounts in the Benelux region. This role owns the entire commercial process, from pipeline generation to negotiation and close, positioning Atlassian’s System of Work as a catalyst for long-term business transformation.
Responsibilities
- Execute a proactive territory plan combining net-new customer acquisition with strategic white-space penetration.
- Treat cross-selling as a net-new sales motion, positioning distinct platform pillars to new budget holders.
- Partner with customer leadership to define multi-year Cloud evolution roadmaps and elevate mature accounts to Cloud Enterprise and Premium tiers.
- Secure active C-level and VP-level executive sponsorship and co-create structured Mutual Success Plans.
- Own end-to-end sales execution using disciplined value-selling methodologies to build TCO/ROI business cases and close multi-year Cloud agreements.
- Mobilize internal cross-functional partners and collaborate with Solution Partners to source, co-sell, and close opportunities.
- Maintain accurate pipeline hygiene, active stage progression, and reliable weekly forecasting in Salesforce.
- Mentor developing sales team members, share winning deal playbooks, and sharpen the team’s outbound hunting and closing motions.
Requirements
- 6+ years of quota-carrying B2B SaaS software sales experience (Mid-Market or Enterprise segment preferred).
- Proven history of meeting or exceeding revenue targets (≥90% quota attainment) in complex, multi-stakeholder environments.
- Demonstrated track record of proactive territory prospecting, cold-to-close pipeline generation, and winning net-new business or new solution lands.
- Proven success engaging C-level decision-makers, establishing strong executive sponsorship, and driving consensus across multi-threaded buying committees.
- Expert knowledge of organizational structures, business operations, and how software solutions support a customer’s strategic business objectives.
- Hands-on mastery of structured sales methodologies (e.g., MEDDPICC, Command of the Message, Proof of Value frameworks).
- Ability to deconstruct complex customer challenges, identify root causes, and create innovative frameworks or solutions.
- Skilled at structuring and executing Mutual Action Plans (MAPs), joint business roadmaps, and value-based business cases.
- Experience selling multi-product SaaS platforms or successfully displacing competitor legacy tools.
- Proven ability to source and accelerate deals through co-selling motions with Solution Partners, System Integrators, and technology alliances.
- Demonstrated ability to orchestrate virtual account teams (pre-sales engineering, product specialists, customer success, deal operations).
- High learning agility to master evolving product suites and competitive landscapes.
- Strong executive presence, consultative negotiation skills, and commercial fluency.
- Strong ability to use data and evidence-based reasoning to support territory decisions and provide accurate, reliable forecasting.
- High coachability and a proactive approach to continuous learning and applying feedback.
Skills
- Value Selling Frameworks
- MEDDPICC
- Command of the Message
- Proof of Value frameworks
- Sales Methodologies
- Territory Management
- Pipeline Generation
- Negotiation
- Forecasting
- Collaboration
- Data Analysis
- Problem Solving
- Cross-functional Leadership
- Communication
Location
- Benelux region
Work Type
- Quota-carrying
- Full-time
Experience Level
- Senior
- 6+ years of quota-carrying B2B SaaS software sales experience
Benefits
- Health and wellbeing resources
- Paid volunteer days
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.
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.