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.

• Drive Strategic Growth: Own a portfolio of 20-30 key enterprise accounts and deliver significant revenue growth through strategic expansion, upselling, cross-selling, and net-new acquisitions. • Build Executive Partnerships: Establish and maintain high-impact relationships with senior decision-makers, positioning Choozle as a strategic partner. • Deliver Revenue Results: Develop and execute customized, data-driven account strategies to exceed revenue targets and create long-term value. • Lead Strategic Media Planning: Build and present holistic media strategies aligned with client objectives, across programmatic, search, and social channels. • Inform Cross-Functional Execution: Collaborate closely with Sales, Product, Client Success, and Media teams to ensure strategies are executed efficiently and effectively. • Leverage Analytics: Monitor account performance, provide insightful analysis, and identify opportunities for growth based on data and trends. • Ensure Retention and Satisfaction: Proactively manage account health, mitigate risk, and lead retention efforts through strategic planning and engagement. • Deliver custom performance reports and strategic insights. • Lead monthly strategic check-ins with key stakeholders. • Conduct quarterly in-person visits and business reviews. • Facilitate annual strategic planning sessions to align on the year ahead.

• Drive a prescriptive sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities) • Prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively • Engage in all qualified leads/opportunities assigned from a variety of teams (e.g., Channel, Logistics, Analytics, Marketing, Community, Lead Generation) • Nurture prospects and current customers; cross-sell and upsell existing subscribers • Maintain a rolling 90-day pipeline to meet or exceed ARR quota • Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values • Maintain customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with Customer Success • Document key findings, progress, insights, and pipeline velocity in Salesforce.com

• Execute a territory plan focused on net‑new logo acquisition and account growth across a defined set of enterprise accounts • Build, manage, and progress a qualified sales pipeline, including opportunities you source directly and those supported through channel partners • Work within complex customer organisations by identifying key stakeholders, building relationships, and engaging with senior decision‑makers as your experience grows • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, and operational needs • Collaborate closely with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to support deal execution and expand market reach • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement