Account Executive

In this role, you will:
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

Your background:
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

Skills Required
3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments
Enterprise sales experience (listed as a plus)
2+ years selling SaaS products
Experience being the quarterback in a matrixed sales organization, leading account planning and alignment
Experience selling multi-point software solutions in multithreaded deals to mid-market or enterprise companies
Experience working on transactional and strategic deals with sales cycles of ~3–9 months
Proficiency with solution or outcome-based selling tactics
Experience leveraging MEDDPICC to qualify and advance complex opportunities
Ability to build and maintain executive- and C-suite-level relationships
Experience negotiating and pricing customer contracts
Experience using multiple tools to manage KPIs, campaign outreach, data integrity, and documentation
Proven track record of meeting or exceeding sales performance targets
Experience growing enterprise accounts and applying strategic account expansion tactics