Account Executive, Enterprise

Account Executive, Enterprise - New Business (AMER) Join to apply for the Account Executive, Enterprise - New Business (AMER) role at Atlassian 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. Overview 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 the 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. Responsibilities 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? Develop and implement named Account or Territory plans geared at growing Atlassian’s customer base by finding ‘new logo’ opportunities across a wide portfolio of products and ensuring a high bar of customer success. Develop and execute strategic sales plans to achieve company sales goals and targets. Identify and qualify leads, build relationships with key decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals. Build and maintain relationships with C-level and other executive relationships. Understand client needs and propose appropriate solutions to meet those needs. Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction. Negotiate contracts and pricing agreements with clients. Provide accurate forecasting and account planning and sales forecasts to management. Stay updated on industry trends and competitors to maintain a competitive edge. Travel 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. Qualifications 5+ years of quota-carrying Enterprise Software Sales Experience. Experience acquiring new enterprise accounts (hunting), 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 engage 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. Possesses a learner mindset. Experience orchestrating the execution of strategies for assigned accounts. Ability to partner cross-functionally and proactively build a network with internal and external stakeholders to drive the business forward. Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. 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. Zone A – $150k - $176k Zone B – $135k - $158k Zone C – $124k - $145k 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. Our Perks & Benefits Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more. About Atlassian 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. #J-18808-Ljbffr