Atlassian

The Atlassian Security Team's purpose is to build trust. We seek to lead our peers in cloud and product security, meet all customer requirements and exceed requirements for industry security standards and certifications. Do you believe an organization should be open and transparent about its programs, processes, and metrics? We do. This is why we share our journey and encourage other cloud providers to do the same. We are looking for a Head of Product Security to partner with the broader Trust Organization and all of Atlassian, to shape our security posture, work across product teams, infrastructure organizations and security functions globally in a highly collaborative and engineering-driven environment to improve the security of both our Data Center and Cloud products, our infrastructure and our entire company. We are seeking an experienced and visionary security engineering leader who wants to join a team of highly talented security leaders and professionals who are revolutionizing the delivery of Atlassian platform to the world's most critical organizations in a secure way. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. This position requires strong cross-organizational leadership, communication skills, deep technical security knowledge and being very hands-on with product designs, threat modeling, security reviews, vulneability management and end-to-end security controls from a product and system infrasturcture perspective. 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. You will be expected to lead the organization that is responsible to: - Collaborate with cross functional teams to define various security controls and translate them for engineering implementation for the Atlassian prodiuct teams. - Develop and execute a comprehensive product security strategy that aligns with our core strategic objectives, and exceeds the high expectations set by our customers - Partner with product development teams to embed security best practices and considerations across the entire development lifecycle, ensuring that new features meet the highest trust standards - Collaborate with senior technical leadership across Atlassian infrastructure and IT teams to provide technical leadership to maintain compliance and adhere to different regulatory requirements. - Promote automation and drive our corporate teams to use the latest security tools, techniques and methodologies to build secure products by default. 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: $294,300 - $384,225 Zone B: $265,500 - $346,625 Zone C: $244,269 - $318,907 Your background: - At least 10+ years of multifaceted security leadership and management experience in a technology-centric company, including experience leading security teams of 0+ engineers and analysts in a globally distributed organization that services dozens of partners. - Expertise in threat modeling and the associated frameworks (e.g. STRIDE) coupled with the ability to lead and mentor across the organization on the key principles of threat modeling as well as risk assessment. - Understanding of compliance frameworks and their application to standards (e.g. SOC 2, HIPAA). Demonstrated ability to develop a strategic approach to streamline product security processes and capabilities. - Experience designing and deploying security controls across all security domains such as access management, data protection, vulnerability management, incident response and management, application security, network security, preventive, detective and offensive security solutions. - Experience securing cloud based infrastructures; AWS, G-suite, Salesforce, etc - Experience leading highly complex, org wide security change programs - Outstanding interpersonal and communication skills including EQ, mentoring, coaching, collaborating, and team building; ability to influence both internally and externally, and to drive multi-functional alignment and action - Experience in planning and driving direction autonomously - both as a hands-on security engineer, and as a leader - Maintain an area of core strength in one or more security infrastructure disciplines where you can lead through your expertise - Understanding regulatory requirements and controls such as GDPR, SOX , SOC 2, FedRAMP etc. - Track-record in working effectively with scaled systems and different methods for maintaining a security posture - Comfort in the level and speed of learning and ambiguity needed to navigate fast-evolving fields like AI - Excellent oral and written communications skills and experience interacting with both business and Development/Engineering individuals at all levels including the executive level Benefits & Perks 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 . 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 . 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.

Role Description 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. - Serving 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. - Collaborating closely with 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. In this role, you will: - Lead and manage a team of Mid-Market sellers, developing customised sales strategies and plans for the West Market. - Develop and implement strategic sales plans and programs to reach and expand market share in the Mid-Market segment. - Provide mentorship, coaching, and guidance to your team, helping them develop their skills and achieve their team targets. - Set performance goals and metrics for the sales team and monitor their progress towards meeting these goals. - Recruit, hire, and onboard new Account Executives. - Collaborate with internal teams at regional and corporate levels to improve sales processes and enhance overall customer satisfaction. - Analyze sales data and market trends to identify opportunities for growth and improvement. - Conduct regular performance evaluations and provide feedback to the sales team to drive continuous improvement. - Stay informed about industry trends, competitor activities, and market dynamics within the enterprise segment. Qualifications - 8+ years experience in Sales & 3+ years of management experience. - Strong track record of success. - Motivated and inspired to coach, enable, and mentor selling professionals. - Experience leading and coaching through value-driven and solution-oriented sales cycles. - Comfortable building and managing relationships with senior stakeholders. - Experience in consultative selling approach defining business outcomes and value definition. - Desire to challenge the traditional Sales Model and optimize sales processes. Requirements - This role may also be eligible for benefits, bonuses, commissions, and equity. Benefits - Health and wellbeing resources. - Paid volunteer days. - And much more.

Role Description Our Enterprise Sales Development Representatives partner with our Enterprise Account Executives to build and sales pipeline for our most complex customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations & Marketing. You will report to an Enterprise Development Sales Manager. - Accountable for meeting setting, outbound prospecting, conversion, quota, feedback, and customer obsession for our largest customers. - Collaborate with our enterprise level sales, marketing, partner and operations teams. - You are customer focused, organized and successful at navigating objections through value-driven messaging. - Great at prospecting using value-driven messaging personalized to delight our customers using email, social, video and calling. - Build the pipeline in partnership with Enterprise Account Executives and Enterprise Marketing teams. - Develop in-depth understanding of customer's organization, business goals and challenges to better understand their needs; enhances service by seeking ways to add value to customer interactions/services. - You love using sales technology and work inside SFDC, Gong, Outreach and LinkedIn Navigator. Qualifications - Accountability: You are the highest performer in everything that you do. You crave accountability and thrive in a results-based culture. - Communication: Clear, intentional, and curious. People want to talk to you. You build trust naturally. - Continued Learning: You have clear goals, daily routines that help you achieve them. You ask for coaching. You are intentional about your future. You quickly action feedback. You coordinate with team members to execute new ideas or approaches to achieve process improvement goals. - Integrity forward interest in selling: You don’t know what it is like to not do your best. You excel in achievement. You enjoy being a top name on the leaderboard and want to help others get there with you. - Change: You contribute to change. You crave forward progression. You bounce back quickly. For you, challenges are opportunities. You always take ownership and choose action over inaction. - Experience: 2+ years of prospecting experience or are making a change from recruitment or sales - where you were a top sales professional now interested in software sales. Requirements - 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: $81,000 - $105,750 - Zone B: $72,900 - $95,175 - Zone C: $66,600 - $86,950 Benefits - 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.

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. About AI & ML Platform Team The AI & ML platform team builds and runs the infrastructure that underpins dozens of Atlassian's AI, Machine Learning & Search capabilities across our wide range of products. Our mission is to democratise AI & Machine Learning for Atlassian's teams, customers and ecosystem. We do this by creating foundational infrastructure and tools that are user-friendly and reliable - accelerating the development, deployment, measurement, and operation of AI & ML experiences. Our team owns infrastructure such as the platform we use to run advanced generative LLMs & other models, the GPU accelerated model serving platform teams across Atlassian use to deploy their own models, the data access and training infrastructure we are using to develop our next generation of in house AI, the feature stores we use to run personalised recommendations in production, and many other capabilities. We work very closely with our stakeholders - the product & search teams - to help navigate the rapidly evolving space and helping deliver Atlassian Intelligence features to customers. AI & ML Platform Team teams are distributed across Australia, India, Singapore & the US, and sit within the Central AI organisation along side Search & Conversational AI teams. You will work closely with our leadership group of the AI & ML Platform team, technical program managers, stakeholders & architects to influence the direction of the platform and plan the steps to get there - in the rapidly changing AI domain. You will be responsible for building effective teams, empowering them to achieve their goals, and putting those goals into a broader context. Your greatest responsibility will be looking after the individuals reporting to you - coaching and supporting them in their professional development, unlocking their potential, and challenging them to step outside their comfort zone to grow and excel. As a hands-on engineering leader, you will also contribute to the engineering and operational practices and bring in a continuous improvement mindset. As the AI space is evolving quickly - as a team close to the technology there is a great opportunity for thought leadership and helping influence the rest of the company on how they can use our platform best. 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. This role may also be eligible for benefits, bonuses, commissions, and equity. On their first day, we'll expect - Significant technical experience with building large-scale backend software / platforms - Experience leading, supporting & growing large development teams - Familiarity with agile software development methodologies - Ability to drive high technical standards, pushing innovation, quality, and operational excellence - Driving clarity from requirements and providing direction in ambiguous environments - Strong execution focus and proven track record of complex software delivery to production environments It's great if you have - Experience in AI & ML or Data - Experience in defining a strategic roadmap for products and platforms - Experience with distributed development teams across multiple geographies - Continuous delivery with a strong bias for action Your background - 5+ years of software development management experience, managing team of 5 plus engineers - Demonstrated experience partnering with product managers and cross-functional stakeholders to create the course of a platform - Knowledge of Agile software development methodologies (e.g., XP, scrum) - Demonstrated experience mentoring and growing high performing engineering teams - Contributed in the past to the technical strategy of the team Benefits & Perks 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 . 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 . 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.

Role Description As an Account Executive, Enterprise, you'll be responsible for building and nurturing relationships with key stakeholders and negotiating complex contracts. You'll also collaborate with internal teams, including Channel Partners, Product Specialists, Account Managers, and Solution Engineers, to ensure customer satisfaction. In this role, you will: - Develop and implement named Account or Territory plans geared at maximizing expansion 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. - Identify and qualify leads, build relationships with decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals. - Develop 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. - Build sales strategies for designated territory or named Accounts. - Be 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 with the Channel sales organization to build sales strategies for designated territories and named accounts. Qualifications - 8+ years of quota-carrying enterprise software sales experience. - Experience growing enterprise accounts. - Extensive experience working with enterprise accounts in Africa and Israel. - Fluency in English. - Experience engaging and building C-level and executive relationships, knowledge of a specific vertical appreciated. - Know how to create alignment and orchestrate internal account teams. - Experience managing key customer relationships and closing strategic sales opportunities. - Experience using a CRM to achieve and correlate key performance metrics. - Lead territory and strategic account plans. - Experience leading account teams to promote successful customer outcomes. - Proactively engage with customers with a consultative approach to discovering new opportunities. - Proven track record of exceeding performance targets. - Contribute to the overall team culture in a positive, impactful way. - You have a learner mindset. - Ability to partner cross-functionally and proactively build a network with internal and external stakeholders to drive the business forward. Benefits - Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. - Health and wellbeing resources. - Paid volunteer days. - And so much more.

Role Description As a Solution Sales Executive for Jira Service Management (JSM), you: - Serve as a subject matter expert in IT Service Management (ITSM) and Enterprise Service Management (ESM). - Drive new sales motions and co-selling initiatives. - Collaborate closely with the sales team to identify opportunities and develop tailored Atlassian solutions. - Help advance Atlassian’s solution sales goals while working with a globally distributed team. In this role, you will also: - Provide exceptional customer engagement ensuring a positive and personalized customer experience. - Demonstrate the value of Atlassian products and services by identifying opportunities to upsell and cross-sell to drive revenue growth and maximize customer value within SMB. - Assist customers with building a compelling business case to demonstrate the value and ROI of Atlassian products and services. - Capture customer insights such as trends and pain points to help optimize product and marketing strategies and improve customer satisfaction. Qualifications - +3 years of experience in a business-to-business sales environment growing SMB or enterprise accounts. - Proven track record of meeting or exceeding performance targets. - Experience managing a high volume of leads and opportunities of various sources and sizes through different channels (chat, phone, zoom & email). - You have a do-it-right mentality with a customer-centric mindset. Benefits - A wide range of perks and benefits designed to support you and your family. - Health and wellbeing resources. - Paid volunteer days. - And much more. To learn more, visit go.atlassian.com/perksandbenefits .

Overview 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. 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. 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! What You'll Do - Develop and implement named Account or Territory 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. Your Background - 6+ 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 - 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 #LI-Remote Benefits & Perks 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 . 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 . 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.

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. The Value Management Office exists to infuse all interactions and engagements towards the fulfillment of the customers' strategic business needs with joint ownership of their long term success Core Principles: - Facts, structure, depth, and perspective are words to live by - Own and defend the customers' business outcomes at every stage of the cycle - Position and pursue strategic and courageous engagements together with customers - Play the long game with internal and external stakeholders ("always leave them better than you find them") - Create beautiful work - Think and execute like a practice ~ repeatable success - Be the tip of our strategic and enterprise motion and lead the formation of narratives that drive Atlassian forward Overview of role: As a Principal Value Advisor in Atlassian's Value Management Office (VMO), you will shape and deliver strategic value engagements with customers. You will define the value proposition of Atlassian solutions for customers, drive innovation, and set the standard for craft excellence and customer-centricity across the organization. This is a highly influential individual contributor role that plays a key role within the Atlassian team focused on driving customer success. Key Responsibilities: Customer Focus & Relationship Building - Engage with senior customer executives to develop a deep understanding of customer organizations, business processes, and strategic objectives. - Build influential, personalized relationships with key decision-makers, shaping decision-making and driving for customer success. - Work as a key part of the Atlassian team to create tailored solutions that provide customers with significant value and a competitive advantage. Financial Acumen & Value Articulation - Rapidly interpret customer industry, strategy, financial data to identify trends and opportunities. - Develop comprehensive business cases for both clear and ambiguous situations, and clearly communicate value to customers and stakeholders. - Develop metrics to support adoption and realization of value. Critical Thinking & Solution Development - Synthesize complex data and information to uncover root causes and develop holistic, innovative solutions. - Demonstrate advanced discovery skills to uncover value drivers for customers. Storytelling & Executive Communication - Consistently produce high-caliber, executive-level storylines and presentations. - Deliver compelling, concise content and visuals to amplify business cases and proposals. - Demonstrate poise and confidence with C-level executives, handling objections and driving alignment. Driving Innovation - Contribute to the design and development of new VMO solutions and offerings, ensuring successful implementation and integration. - Lead the conceptualization and implementation of practice level strategic initiatives to support Atlassian strategy Collaboration & Influence - Build trust and collaborate across cross-functional boundaries, driving alignment between teams on common goals focused on customer success. - Influence internally and externally as a trusted advisor to sales leadership and customers. Knowledge Sharing & Thought Leadership - Actively develop thought leadership that articulates the value of Atlassian solutions for customers. - Support the enablement of field teams around Value Based selling. - Mentor and coach junior team members, fostering a culture of collaboration, learning and development. Travel up to 15-20% will be required for this role. Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows. Must Have: - 7+ years of experience in value consulting, management consulting / strategy consulting, quantitative research and analysis, with exposure to cloud technologies and digital transformation initiatives - Prior experience in consulting, value consulting, or in relevant roles within Government & Public entities - Extensive experience in value management and proven track record of leading complex, cross-functional engagements across a broad range of customer industries. - Mastery in financial modeling, business case development, and value articulation at the customer executive level. - Exceptional communication, executive storytelling, presentation and stakeholder management skills. - Demonstrated ability to drive innovation, influence senior leaders, and foster collaboration in complex environments. - Recognized as a thought leader and mentor, with a commitment to knowledge sharing and driving operational excellence. - Demonstrated commitment to build, operationalize, and exemplify the practice operating model - Desire and drive to create value management infrastructure through customer engagements to drive Atlassian's sales transformation 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: $228,000 - $297,667 Zone B: $205,200 - $267,900 Zone C: $189,240 - $247,063 Benefits & Perks 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 . 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 . 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.

Role Description 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, etc. - Leverage 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. - Stay 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. Qualifications - 3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. Enterprise experience is a plus! - 2+ years selling SaaS products. - 2+ years of selling into LATAM. - Full Portuguese and English fluency. - 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. Requirements - This role will cover the LATAM region and requires full fluency in Portuguese and English. Benefits - Atlassian offers a wide range of perks and benefits designed to support you, your family, and to help you engage with your local community. - Health and wellbeing resources. - Paid volunteer days. - And so much more.

Role Description SMB Account Executives play a crucial role in guiding customers through their Atlassian cloud journey. The primary objective is to demonstrate to LATAM SMB customers how Atlassian products can effectively support their objectives. Operating at scale, LATAM SMB Account Executives are expected to advocate for their customers, offering valuable insights to our product and engineering teams to enhance the customer experience. This collaborative effort is closely coordinated with our Product specialists and Marketing organization. LATAM SMB Account Executives are known for their customer-centric approach and innovative thinking. They are adept at efficiently managing resources to meet the requirements of our top 30,000 SMB customers. As a LATAM SMB Account Executive, you will directly report to the Sales Manager within your geographical region. This position is remote, offering flexibility and autonomy. Responsibilities - Be Atlassian's main point of contact for designated LATAM SMB accounts. - Own the full sales cycle — from prospecting and discovery through solution selling, quoting, and closing — across a high-volume account portfolio. - Follow up on qualified inbound leads (MQLs, PQLs, trial signups) and drive outbound prospecting through multi-channel outreach to generate new and expansion pipeline. - Qualify customer needs through a consultative sales approach, demonstrating how Atlassian's product portfolio addresses specific business challenges and delivers ROI. - Develop and execute territory plans geared at maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success. - Collaborate cross-functionally with Solution Engineers, Solution Sales Executives, Channel Partners, Marketing, and Customer Success to deliver tailored solutions. - Guide customers through pricing, licensing, and packaging decisions while advancing opportunities through a defined sales process. - Provide regular, accurate sales forecasts, reports, and updates to management. - Serve as a customer advocate, surfacing insights and feedback to Product and Engineering teams to enhance the customer experience. - Stay updated on industry trends, market dynamics, and competitor activities within the US market. Qualifications - Fluency in Spanish. - 1+ years of experience in outbound sales in a quota-carrying B2B software sales role or 2+ years in a Sales Development Representative B2B Software sales role. - Proven track record of exceeding performance targets. - Experience managing and growing an existing book of business, including upsell and cross-sell motions, account planning, and territory planning. - Experience with consultative or solution-based selling methodologies (e.g., MEDDPICC, Challenger, SPIN). - Proficiency in using sales tools such as CRM software (e.g., Salesforce) and prospecting tools like Outreach, Common Room, Zoominfo, and LinkedIn Sales Navigator. - Comfortable managing a high-volume portfolio of accounts and prioritizing based on data signals and opportunity size. - Comfortable working in a fast-paced, dynamic environment and adapting to changing priorities. - You have a do-it-right mentality with a customer-centric mindset. - Experience selling as an account team with overlay teams, Solutions Engineers/ Consultants, and partners. - Demonstrates ownership and accountability for results, with a bias toward action and continuous improvement. - Customer-centric mindset with a focus on delivering value and building trust. 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: - Zone A: $46.04 - $60.10 - Zone B: $41.43 - $54.09 - Zone C: $38.21 - $49.89 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.