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Skills: MEDDPICC, Outcome-Based Selling, Account Planning, SaaS Sales, Contract Negotiation
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Washington, District of Columbia, United States • Remote OK
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Manage a portfolio of approximately 40 mid-market accounts to drive net new growth and expansion. Lead cross-functional deal teams to close complex, multi-solution strategic opportunities while maintaining executive-level relationships.
Requires 3+ years of quota-carrying experience in commercial or mid-market segments and 2+ years of SaaS sales experience. Must have a proven track record of leading matrixed sales organizations and utilizing outcome-based selling tactics.
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.
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.
Team Overview
Our Mid-Market sales team is responsible for managing a portfolio of mid-sized customers. This includes identifying cloud-first sales opportunities and cross-sell and user expansion opportunities, nurturing customer relationships, and achieving revenue targets. Simultaneously, we expect you to serve as a strong advocate for our customers by providing valuable feedback to our product and engineering teams, contributing to the enhancement of our customer experience. All of these responsibilities will be carried out in close collaboration with our Channel Partners, Product Specialists, Account Managers, and Solution Engineers. We share a commitment, as a TEAM, to guiding and aiding our customer’s deployment and utilization of Atlassian at scale. However, above all, we believe in the Atlassian values and use them as our compass as we continue to evolve our revolutionary sales model.
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, ect.
Leveraging MEDDPICC to qualify, advance, and win complex opportunities honing in 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
Staying 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
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
This role may also be eligible for benefits, bonuses, commissions, and equity.
In The United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
Zone A: $115,334 - $150,575
Zone B: $103,800 - $135,517
Zone C: $95,727 - $124,977
3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. enterprise experience is a plus!
2+ years selling SaaS products
Being the quarterback for accounts in a matrixed sales organization, leading account planning efforts and creating alignment with internal teams
Having sold multi-point software solutions in multithreaded deals to mid-market or enterprise companies
Worked 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
Building strong relationships with internal and external stakeholders, including executive and C-suite individuals
Utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentation
Successfully meet or exceed your performance targets
Experience growing enterprise accounts and applying a strategy that results in greater outcomes
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.
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.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, 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.
To learn more about our culture and hiring process, visit go.atlassian.com/crh.
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.
Our mission is to help unleash the potential of every team.
Atlassian powers the collaboration that helps teams accomplish what would otherwise be impossible alone. From space missions and motor racing to bugs in code and IT requests, no task is too large or too small with the right team, the right tools, and the right practices. Over 300,000 global companies and 80% of the Fortune 500 rely on Atlassian’s software, like Jira, Confluence, Loom, and Trello, to help their teams work better together and deliver quality results on time. With our 300,000+ customers and team of 10,000+ Atlassians, we are building the next generation of team collaboration and productivity software. We believe the power of teams has the potential to change the world — one that is more open, authentic, and inclusive.
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