Account Executive, Mid-Market East

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Our Mid-Market sales team manages a portfolio of mid-sized customers. Responsibilities include identifying cloud-first sales opportunities and cross-sell and user expansion opportunities, nurturing customer relationships, and achieving revenue targets. The role also involves serving as a strong advocate for our customers by providing valuable feedback to our product and engineering teams, and contributing to the enhancement of our customer experience. Collaboration occurs across Channel Partners, Product Specialists, Account Managers, and Solution Engineers.

• Own a book of ~40 accounts in the Mid Market segment (Atlassian seat count between 200‑10,000) to drive Net New growth and expansion.
• Hold a quota ranging 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 for optimal success, and act as the primary 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 value to customers’ 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 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.

• 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 leading account planning efforts and aligning with internal teams in a matrixed sales organization.
• 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.
• Proficiency in solution or outcome‑based selling tactics, aligning customer short‑ and long‑term goals.
• Strong relationship‑building skills with internal and external stakeholders, including executive and C‑suite individuals.
• Utilization of multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and documentation.
• Track record of meeting or exceeding performance targets.
• Experience growing enterprise accounts and applying strategies that result in greater outcomes.

Base pay ranges for new hires in each geographic pay zone are:

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

This role may also be eligible for benefits, bonuses, commissions, and equity.

Atlassian offers a wide range of perks and benefits designed to support you, your family, and your local community. Offerings include health and wellbeing resources, paid volunteer days, and other benefits.

Our mission is to unleash the potential of every team. Our software products help teams worldwide collaborate and deliver quality results on time.

We believe that the unique contributions of all Atlassians create our success. We do not 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.