Account Executive, Enterprise

4 weeks ago

New York, United States Atlassian Full time

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, Booking.com , Heineken, IKEA, 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.
What makes us unique is our belief in our value of 'play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There's a strong earning potential for our sales team which is supported by the vast enterprise market
awaiting our exploration, along with the consistent preference of our customers for Atlassian products.
Our Enterprise Sales team is dedicated to managing accounts for our large enterprise customers at Atlassian. This involves understanding their business needs and developing customized solutions to meet those requirements, while also meeting revenue targets.As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team
Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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:
This role may also be eligible for benefits, bonuses, commissions, and equity.
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.

  • Develop and implement named Account plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
  • Developing and executing strategic sales plans to achieve company sales goals and targets.
  • Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.
  • Building and maintaining relationships with C-level and other executive relationships.
  • Understanding client needs and proposing appropriate solutions to meet those needs.
  • Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.
  • Negotiating contracts and pricing agreements with clients.
  • Providing accurate forecasting and account planning and sales forecasts to management.
  • Staying updated on industry trends and competitors to maintain a competitive edge.
  • Traveling to meet clients and attend industry events as necessary.
  • Build sales strategies for designated territory or named Accounts
  • Serve as the main Atlassian point of contact or escalation point for designated Accounts
  • Run strategy plays to identify opportunities and build long relationships with your customers.
  • Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts.


  • 8+ years of quota-carrying Enterprise Software Sales Experience
  • Experience growing enterprise accounts, and applying strategy that results in greater outcomes
  • Experience engaging and building C-level and executive relationships
  • Experience creating alignment and orchestrating internal account teams
  • 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
  • Experience leading or coordinating Account teams to drive successful customer outcomes
  • Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities
  • Proven track record of meeting or exceeding performance targets
  • Contributes to the overall team culture in a positive, impactful way
  • You possess a learner mindset with natural curiosity
  • Experience , and orchestrate the execution of strategies for assigned accounts
  • Ability to partner cross-functionally and proactively builds a network with internal and external stakeholders to drive the business forward

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