Role Description A company's disaster recovery (DR) plan is only ever tested twice: during a drill, and during an actual disaster. Most organizations quietly know their plan is inadequate. They just haven't had to find out the hard way yet. As our Strategic Growth Account Executive, you'll take warm pipeline from our Customer Success team and turn it into closed revenue. You'll run the full sales cycle, from first call through technical evaluation, business case, and signature, selling to IT leaders and security teams who are accountable when things go wrong. This is a consultative, multi-stakeholder sale where the best outcome for the customer and the best outcome for the business are genuinely aligned. This is not a transactional sales role. It is a strategic account growth role focused on enterprise execution, customer trust, and long-term value creation. What You'll Do - Run the Full Sales Cycle - Own deals from SDR handoff through close; running discovery, technical validation, stakeholder alignment, and contract negotiation - Conduct deep discovery to expose the true cost of inadequate DR: unplanned downtime, regulatory penalties, reputational damage, failed audits - Lead product evaluations and POCs in partnership with solutions engineering, ensuring prospects experience the platform's value firsthand - Build and present business cases that resonate with both technical buyers and economic decision-makers - Navigate Complex Buying Groups - Map and engage multiple stakeholders: IT Directors, CISOs, infrastructure leads, compliance officers, and CFOs, each with different priorities and risk tolerances - Identify and cultivate internal champions who can move deals forward when you're not in the room - Anticipate and address procurement, legal, and security review requirements early and don't let process kill late-stage deals - Manage deal timelines with rigor, using mutual action plans to keep both sides accountable to a close date - Sell with Domain Depth - Speak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery, not just at a surface level - Use trigger events like infrastructure migrations, M&A activity, audit cycles, public incidents in the prospect's industry to create urgency grounded in real risk - Accurately represent what the product can and can't do; credibility with technical buyers is built on honesty, not overselling - Contribute to What We're Building - Maintain rigorous CRM hygiene with accurate stage progression, close dates, and risk flags so leadership can forecast with confidence - Share deal insights, objections, and competitive intelligence across the team. What you learn in the field makes everyone better - Collaborate with marketing and product on messaging, case studies, and the feedback loops that sharpen our positioning - Help define repeatable sales processes and playbooks as we scale. Your patterns become the foundation for future hires How You Work - You take ownership of your pipeline end-to-end. You track your own deals, identify risks early, and ask for help before it's too late - You prepare thoroughly for every call. You know the prospect's business, their likely objections, and what a good outcome looks like before you dial - You're honest with prospects and with your team. You don't paper over deal risks or inflate your forecast - You're comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done - You share what you learn from wins, losses, and the deals that went sideways, because that knowledge makes the whole team stronger Qualifications - 5+ years of quota-carrying B2B sales experience, with at least 3+ years in enterprise SaaS, infrastructure, cybersecurity, cloud, or data protection environments - Proven track record of exceeding expansion, upsell, cross-sell, or quota targets within existing accounts - Experience managing and growing complex enterprise accounts with multiple stakeholders and business units - Strong executive presence with ability to engage Directors, VPs, CIOs, CISOs, CTOs, and business leaders - Demonstrated ability to run disciplined sales cycles from discovery through close - Strong commercial acumen with ability to quantify business value and ROI - Excellent verbal, written, and presentation skills - Comfortable operating in a fast-paced startup environment with high accountability - High urgency, ownership mentality, and bias for action Personal Traits We Value - Hunter mentality inside an install base - Naturally curious and strong at uncovering white-space opportunities - Executive maturity and confidence - Results-oriented mindset focused on revenue outcomes - Strong collaborator with Customer Success, SEs, Alliances, and Leadership - Competitive drive with professionalism - Resilient, accountable, and coachable - Startup mentality with willingness to build and improve processes Tools - Salesforce - Gong - Salesloft / Outreach - ZoomInfo - LinkedIn Sales Navigator - Clari or forecasting platforms - Mutual action plan / deal management tools Preferred Experience - Experience selling disaster recovery, ransomware recovery, cybersecurity resilience, cloud infrastructure, backup, storage, or adjacent technologies - Experience working with AWS, Azure, cloud-native, or hybrid enterprise environments - Experience expanding multi-million-dollar strategic accounts - Familiarity with BANT, Command of the Message, Challenger, or structured enterprise sales methodologies - Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing - Familiarity with the IT buyer's decision-making process and procurement cycles in mid-market or enterprise - Prior success in high-growth or startup environments What Success Looks Like - Expand Arpio footprint across existing enterprise customers - Identify and closes multi-team / multi-region growth opportunities - Build trusted executive relationships inside strategic accounts - Improve retention through deeper product adoption and value realization - Create referenceable customers and long-term partnerships - Deliver predictable expansion pipeline and revenue growth Salary and Benefits - Competitive salary - Fully employer-paid health benefits package; 75% employer-paid dental, vision and life insurance - $150 home office stipend or company-subsidized co-working space membership near you - Unlimited PTO policy - Small, collaborative team environment - Opportunity to learn and work on the cutting edge of cloud technology

• Achieve or exceed an assigned annual new sales quota of $360K by the end of 2026. • Build and maintain a healthy pipeline with at least 3x ACV coverage through consistent outbound prospecting and qualification. • Conduct a minimum of 10 customer meetings or calls per week, documenting notes and next steps in CRM within 24 hours. • Add at least 25 qualified opportunities to the pipeline each month, aligned to ideal customer profile criteria. • Deliver tailored product demonstrations that clearly articulate value to clinical and education-focused buyers. • Increase demo-to-close conversion rates and improve demo attendance through proactive follow-up and preparation. • Partner with Marketing and internal teams to optimize outreach, scheduling, and lead conversion. • Analyze pipeline and conversion metrics regularly and adjust strategies to improve performance.

As an Account Executive, you will drive new revenue by building relationships with clinical professionals and expanding access to research‑backed assessments that improve return-to-activity outcomes. This quota‑carrying, individual contributor role owns the full sales cycle from prospecting through close and plays a key role in strengthening ImPACT’s sales motion, working closely with Marketing, Customer Success, and cross‑functional partners to deliver a strong buying experience and support Riverside’s broader mission to grow the potential in every student.  To read more about ImPACT please visit their webpage What You’ll Do  - Achieve or exceed an assigned annual new sales quota of $360K by the end of 2026.  - Build and maintain a healthy pipeline with at least 3x ACV coverage through consistent outbound prospecting and qualification.  - Conduct a minimum of 10 customer meetings or calls per week, documenting notes and next steps in CRM within 24 hours.  - Add at least 25 qualified opportunities to the pipeline each month, aligned to ideal customer profile criteria.  - Deliver tailored product demonstrations that clearly articulate value to clinical and education-focused buyers.  - Increase demo-to-close conversion rates and improve demo attendance through proactive follow-up and preparation.  - Partner with Marketing and internal teams to optimize outreach, scheduling, and lead conversion.  - Analyze pipeline and conversion metrics regularly and adjust strategies to improve performance.

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! Responsibilities 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. Qualifications Your Background - 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 - 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 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: USD 168300 - USD 219725 Zone B: USD 151200 - USD 197400 Zone C: USD 139500 - USD 182125 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. 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.