• Develop and maintain a pipeline of addressable business within client through direct customer interaction, vendor relationship development, and key partner alignment • Demonstrate comprehensive understanding of our core offerings, map those to account needs and establish a resource and action plan to generate pipeline • Uncover addressable business issues within government agencies and lead the effort to provide solutions and plans with key decision makers. • Demonstrate consistency in proactive customer engagement utilizing internal resources including pre-sales engineers, key partners and executive resources • Provide a comprehensive briefing on target account goals and high priority projects to management • Work closely with inside support resources to ensure accurate and standardized data population in CRM • Manage multiple concurrent sales cycles effectively. • Negotiate and close complex long-cycle deals. • Nurture mutually beneficial long-term relationships with clients and strategic partners. • Apply forward creative thinking and problem solving.

• Identify and engage new business opportunities, leveraging lead generation, prospecting, and consultative sales techniques. • Conduct product demonstrations, sales pitches, and negotiations to close new deals. • Develop and implement strategies to expand our presence in target industries and market segments. • Build a strong pipeline of potential clients, proactively reaching out to decision-makers and influencers. • Effectively prioritize and then navigate complex RFPs. • Stay informed on industry trends, competitor offerings, and emerging market opportunities to drive business development efforts. • Maintain a deep understanding of our software-enabled gifting solutions and communicate their value effectively. • Provide feedback to product and marketing teams based on client needs and market demands.

• Be responsible for new customer acquisition, while being assigned a quota for iACV (incremental Account Contract Value) • Own highly analytical and consultative sales cycles to win business in competitive vendor sourcing cycles with Twilio’s messaging (e.g. SMS, MMS, WhatsApp, Facebook Messenger, Google Business Messages, Account Security, etc.), voice and email solutions. • Work with customers across assigned verticals to understand their business and technical requirements, and match them to the capabilities of Twilio’s communications API platform, designing a solution for their specific use cases. • Work with teams in Finance, Legal, Pricing, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business. • Be passionate about what you do, think outside the box, and use world-class interpersonal and communication skills to present complex contractual, technical, and financial details to prospects in a way that builds confidence and comfort in the proposed solution. • Balance competing priorities and manage multiple projects and deals at the same time. • Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans. • Act as the voice of the customer to Twilio’s product and carrier relations teams. • Demonstrate a strong understanding of the CPaaS industry - staying up to date on key industry initiatives and new capabilities - on behalf of your customers and the wider Twilio go-to-market organization. • Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce. • Stay current with industry changes and collaborate with your team and peers to learn and share best practices.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. 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. Responsibilities - Develop and implement named Account or Territory plans to maximize expansion opportunities. - Develop and execute strategic sales plans to achieve company sales goals and targets. - Identify and qualify leads, build relationships with key decision makers, and understand customer needs. - Deliver sales presentations, negotiate contracts, and close deals. - Build and maintain relationships with C-level and other executive relationships. - Propose appropriate solutions to meet client needs. - Collaborate with internal teams such as channel, marketing, product, and customer success. - Negotiate contracts and pricing agreements with clients. - Provide accurate forecasting and account planning to management. - Stay updated on industry trends and competitors. - Travel 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 for designated Accounts. - Run strategy plays to identify opportunities and build long relationships with customers. - Work with complex sales cycles and collaborate cross-functionally with Channel sales organization. Qualifications - 6+ years of quota-carrying Enterprise Software Sales Experience. - Experience growing enterprise accounts and applying strategy for 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. - 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. - Ability to partner cross-functionally and proactively build a network with internal and external stakeholders. Requirements - Compensation is designed to be equitable, explainable, and competitive. - Base pay within the range is determined by a candidate's skills, expertise, or experience. - In the United States, base pay ranges for new hires are: - Zone A: $115,200 - $150,400 - Zone B: $103,500 - $135,125 - Zone C: $95,400 - $124,550 - This role may also be eligible for benefits, bonuses, commissions, and equity. Benefits - Health and wellbeing resources. - Paid volunteer days. - Wide range of perks and benefits designed to support you and your family. Company Description 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. We believe that the unique contributions of all Atlassians create our success. We never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process.