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. At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, 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. We're leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes and are tasked with constructing and executing a powerful sales strategy. The role involves steering the utilization of various products and services for our most significant and strategically important customer base. This includes overseeing a specific set of high-value customers, comprehending their long-term business goals, and formulating customized strategies to foster mutual growth and success. The responsibilities also encompass nurturing strong relationships with key decision-makers, identifying opportunities for upselling or cross-selling, as well as closely collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver solutions that align with customer objectives. We believe in the Atlassian values and want to use them as our compass in building a revolutionary sales model. Are you customer-focused and creative? Can you effectively organize resources to meet the needs of our customers?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 high bar of customer success - Be the main Atlassian point of contact or escalation point for designated strategic Accounts - Developing and implementing strategic sales plans to acquire and retain high-value accounts. - Identifying key decision-makers within target accounts and building strong relationships with them. - Building and maintaining relationships with C-level and other executive relationships. - Understanding the business objectives and challenges of potential customers and positioning solutions to address their needs. - Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction - Leading complex negotiations and contract discussions with customers. - Conducting market research and staying informed about industry trends to identify new opportunities and maintain a competitive edge. - Providing regular updates and forecasts on sales performance to senior management. - Developing and maintaining a deep understanding of the company's products and services to effectively communicate their value proposition to customers. - Traveling as necessary to meet with clients, attend industry events, and participate in conferences. - Mentoring and providing guidance to junior members of the sales team, if applicable. Qualifications Your Background: - 10+ years of quota-carrying Enterprise Software Sales Experience - 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 - Proficient in leading and guiding a highly matrixed support team across geographies, getting cross functional teams aligned and marching toward the same goals - 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 - Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities - Proven track record of meeting or exceeding performance targets - Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues 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: $223,200 - $253,000 Zone B: $200,700 - $227,700 Zone C: $185,400 - $209,990 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 .

• Pesquisar o mercado, identificar contas-alvo e realizar prospecção ativa (ligações, e-mails e LinkedIn) para gerar reuniões qualificadas. • Participar das reuniões iniciais com potenciais clientes para compreender seus desafios de negócio e identificar como as soluções da empresa (ERP, CRM, EPM etc.) podem atendê-los. • Apoiar e, progressivamente, liderar o processo comercial desde a qualificação de oportunidades, coordenação de demonstrações com a equipe de pré-vendas até o acompanhamento de propostas de serviços de implementação. • Construir e manter relações de confiança com tomadores de decisão, como gerentes das áreas Financeira, Tecnologia da Informação, Operações e Comercial. • Manter o pipeline de vendas da empresa atualizado para garantir visibilidade do funil comercial e projeções precisas de fechamento de negócios.

• Achieve annual new revenue objectives through consultative sales to new clients and expansion of service lines to existing clients • Build an active pipeline of qualified prospects, generating leads from personal contacts, external centers of influence, client referrals, CBIZ associates, and CBIZ marketing sources • Develop and present recommendations to clients based upon the consultative selling approach • Communicate with leadership, providing field input on market trends, competitor analysis, and other business intelligence • Work with client service team to serve clients and retain business

• Own and execute a territory plan that drives net‑new logo acquisition and expansion within named enterprise and government accounts • Build, manage, and advance a high‑value, strategic pipeline, both self‑sourced and channel‑influenced • Navigate complex enterprise organizations by mapping stakeholders, building multithreaded relationships, and engaging at the C‑suite and board level • Lead customers through discovery, evaluation, proposal development, and solution alignment • Develop and deliver compelling proposals that tie Cohesity’s platform to customer risk, resilience, and strategic objectives • Collaborate with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to accelerate deal velocity and expand market reach • Maintain accurate forecasts and deliver consistent quarterly and annual results • Provide market intelligence and customer feedback to leadership to sharpen Cohesity’s go‑to‑market strategy