Strategic Enterprise Development Representative

5 days ago

Austin, Texas, United States Atlassian Full time

Working at Atlassian
Atlassian is revolutionizing the software development industry and helping teams all around the world like NASA, Nike, Pixar and Tesla to advance humanity through the power of software & collaboration. We have over 140,000 customers worldwide, and the Enterprise Development Representatives (EDR's) help the largest of those accounts identify opportunities to scale their investments in Atlassian.
Our Enterprise Development Representatives partner with our Enterprise Advocates (Account Executives) to build and implement an effective sales pipeline strategy to drive adoption of select products and services to our Enterprise customer base. At the same time, we want to ensure our EDR's operate with a sense of grace and professionalism that ensures a delightful customer experience. All of this is done in tight coordination with our Sales Operations & Marketing organizations.
Enterprise Development Representatives are customer-focused and creative. They are able to think strategically and effectively adjust their approach to meet the needs of our customers. You have an understanding of the strategic approach to have with Enterprise Accounts, on specific vertical, personas, goal and challenges. We are looking for a self-motivated, proactive, organized, and self-sufficient team-player to join our team.
More about you:

  • Accountability: You are the highest performer in everything that you do. Motivation is intrinsic to you. You crave accountability and want to work in a results based culture
  • Communication: Clear, intentional, persuasive communication and strong active listening skills. You love working in a fast-paced international environment, take the initiative to get stuff done or try something new, and love sharing your findings with your team to ensure we all benefit from your knowledge
  • Coachability: learning didn't stop in school for you. You have clear goals, daily routines that help you achieve them. You can both self-access and help others pinpoint key areas where coaching is needed. You ask for coaching. You are intentional about your future. You quickly action feedback and help others to be the best version of themselves.
  • Integrity forward interest in selling: You don't know what it is like to not do your best. You only tolerate people doing their best and are excited by helping others achieve success - thriving in a team environment
  • Resilience & Change: You contribute to change. You want to move forward. You bounce back quickly. For you, challenges are opportunities. You choose action over indecision after thoughtful but fast paced consideration.

About the role

  • Accountable for meeting setting, outbound prospecting, SLAs, conversion quota, forecasting, feedback loops, communication to key stakeholders and customer obsession.
  • Collaboration with internal teams - work closely with sales, marketing, partner and operations teams to leverage and triangulate personas for inbound leads. Elevate Atlassian to a more strategic position within key accounts and subsidiaries in your territory.
  • Develop and execute strategies to penetrate target accounts including: identifying key stakeholders, creating content and questions that garner further interest in Atlassian solutions.
  • Ability to successfully navigate objections through value driven messaging
  • Customer-focused, analytical, creative, an effective communicator in both written and verbal forms
  • Effectively build pipeline in coordination with our Enterprise Advocate and Enterprise Marketing teams.
  • We work inside SFDC, Gong, Outreach and LinkedIn Navigator - if you have experience in these - great. If not are you must be excited by technology forward prospecting

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