Strategic Account Executive

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Working at Atlassian Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity.

At Atlassian, we work with over 300,000 customers worldwide, including organizations such as NASA, IBM, Hub Spot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. We believe in our value of “play as a team,” celebrating wins together and sharing knowledge.

We support each other and work with Atlassian, not for Atlassian. We have strong earning potential for our sales team, backed by an expansive enterprise market and customers’ consistent preference for Atlassian products. We are leading responsibly in integrating artificial intelligence into our cloud products, migrating customers to the cloud while building trust through transparency of cost, moving faster with collaboration, and accelerating business outcomes.

As a Strategic Account Executive, you will construct and execute powerful sales strategies, managing high‑value customers, formulating customized growth strategies, building strong relationships with key decision‑makers, identifying upsell and cross‑sell opportunities, and collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver aligned solutions.

• Develop and implement named Account or Territory plans to maximize expansion opportunities across a wide portfolio of products and ensure high bar of customer success.
• Serve as the main Atlassian point of contact or escalation point for designated strategic accounts.
• Develop and implement strategic sales plans to acquire and retain high‑value accounts.
• Identify key decision‑makers within target accounts and build strong relationships with them.
• Maintain relationships with C‑level and other executive stakeholders.
• Understand the business objectives and challenges of potential customers and position solutions to address their needs.
• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction.
• Lead complex negotiations and contract discussions with customers.
• Conduct market research and stay informed about industry trends to identify new opportunities and maintain a competitive edge.
• Provide regular updates and forecasts on sales performance to senior management.
• Develop and maintain a deep understanding of the company’s products and services to effectively communicate their value proposition to customers.
• Travel as necessary to meet with clients, attend industry events, and participate in conferences.
• Mentor and provide guidance to junior sales team members, if applicable.

• 10+ years of quota‑carrying Enterprise Software Sales Experience.
• Experience driving transformation deals in large global accounts with multi‑million dollar spend thresholds.
• Experience engaging and building C‑level and other executive relationships.
• Experience navigating complex procurement processes with multiple stakeholders and purchasing needs.
• Proficient in leading and guiding a highly matrixed support team across geographies, aligning cross‑functional teams toward shared goals.
• Experience managing key customer relationships and closing strategic sales opportunities.
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
• Building and leading territory & strategic account plans.
• Proactively engage customers with a consultative, solution‑oriented approach in discovering new opportunities.
• Proven track record of meeting or exceeding performance targets.
• Excitement to engage and influence your team, driving strength, passion, and excitement to colleagues.

At Atlassian, we…