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. Atlassian unleashes the potential of every team. Our agile & DevOps, IT service management and work management software help teams organize, discuss, and complete shared work. The majority of the Fortune 500 and over 300,000 companies of all sizes worldwide - including NASA, Audi, Kiva, Deutsche Bank, and Dropbox - rely on our solutions to help their teams work better together and deliver quality results on time. Our products include Jira Software, Confluence, and Jira Service Management. Team Overview Our Account Executive, Mid Market team is responsible for managing a portfolio of Fortune 1000 accounts. This includes identifying cloud-first sales opportunities and cross-sell and user expansion opportunities, nurturing customer relationships, and achieving revenue targets. Simultaneously, we expect you to serve 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. All of these responsibilities will be carried out in close collaboration with our Channel Partners, Product Specialists, Account Managers, and Solution Engineers. We share a commitment, as a TEAM, to guiding and aiding our customers' deployment and utilization of Atlassian at scale. However, above all, we believe in the Atlassian values and use them as our compass as we continue to evolve our revolutionary sales model. You will report to the Manager, Account Executive Mid Market. 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 - Own the entire sales cycle from prospecting, discovery, presentations, negotiations and terms, and closing deals. - Hold a quota that ranges between $2-4M annually, depending on your territory - 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. - 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 - Developing and executing strategic sales plans to achieve company sales goals and targets. - Build and maintain C-suite and 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 - Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadership - Understanding client needs and proposing appropriate solutions to meet those needs. - Providing accurate forecasting and account planning and sales forecasts to management. - Serve as the main Atlassian point of contact or escalation point for designated Accounts - Staying updated on industry trends and competitors to maintain a competitive edge. - Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams 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. In Canada, for this role, our current base pay range for new hires is: Canada: CA$94,500 - CA$123,375 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 - Building strong relationships with internal and external stakeholders, including executive and C-suite individuals - Experience managing key customer relationships and closing strategic sales opportunities - Experience in solution or outcome-based selling tactics, aligning customers' short and long-term goals - Extensive experience utilizing a CRM to achieve and correlate key performance metrics - Building and leading territory & strategic account plans based on data and research - Successfully meet or exceed your performance targets - Contributes to the overall team culture in a positive, meaningful way - You possess a learner mindset 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 .

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company. This role is open to candidates located anywhere in The Netherlands. What You'll Do: - Develop and implement strategic sales and account plans to maximize expansion opportunities and ensure customer success, while building strong relationships with key decision-makers and C-level executives in our most strategic accounts. - Understand customer business objectives and challenges, and position solutions to meet their needs effectively. - Work and lead internal teams and partners to streamline sales processes and enhance customer satisfaction. - Lead complex negotiations, conduct market research, and stay informed about industry trends to identify new opportunities. - Provide sales performance updates to senior management and engage with clients through travel and participation in industry events. What are we looking? - 10+ years of quota-carrying Enterprise Software Sales Experience - Experience selling in the Nordics - Experience driving transformation deals in large global accounts with multi-million dollar spend thresholds - Experience engaging and building C-level and other executive relationships - Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs - Building and leading territory & strategic account plans - Experience leading or coordinating Account teams to drive successful customer outcomes - Proven track record of meeting or exceeding performance targets - Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues - Fluent English language skills. Fluent Swedish, Danish, Finnish or Norwegian language skills are a great plus.

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. 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 . Responsibilities - Develop and implement named Account or Territory plans geared at maximising expansion opportunities across a wide portfolio of products whilst 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 closing 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 across Indonesia and Vietnam and attend industry and partner events - 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 organisation to build sales strategies for designated territories and named accounts Qualifications - Language proficiency in: English is a must-have and Mandarin - Must be based in Singapore & have full Singapore working rights. - 10+ years of sales experience in a business-to-business sales environment. - Experience managing customers in Southeast Asia. - Experience working within the BFSI industry. - Experience managing key customer relationships and closing strategic sales opportunities. - Extensive experience utilising 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-orientated 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. - Experience selling SaaS to Dev/IT audiences. - Solution selling to VP and C-level Executives. - Experience working alongside a channel sales organisation. - Familiarity with Atlassian's suite of products a bonus. - Experience with both on-premise and cloud software solutions. 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 .

• Own all aspects of client engagement, including prospecting, opportunity development, negotiation, and contract execution • Collaborate with sales support and business teams to ensure successful outcomes • Lead project opportunities throughout the full sales cycle: qualify and clarify bids, develop sales strategies, align internal stakeholders, submit proposals, and close deals • Forecast project demand and revenue for assigned accounts and deliver against annual targets • Develop, manage, and negotiate commercial agreements, including licensing, engineering services, performance guarantees, initial catalyst and/or adsorbent supply, equipment, and related services • Maintain accurate and up-to-date records of the full sales cycle in CRM systems, including lead management, opportunity forecasting, trip reports, call logs, strategy documentation, and win/loss analysis • Support Technology and Business teams by providing market insights and competitive intelligence • Contribute to the development of customer account plans in collaboration with Account Managers and Account Executives • Deliver bookings in line with budget targets while meeting margin expectations • Travel domestically approximately 25–50% annually