Manager, Account Executives, Mid-Market West

Atlassian provides software products that help teams collaborate and work effectively. The Manager, Account Executives, Mid-Market West will lead account executives and cross-functional deal teams, manage mid-market accounts, drive new business and expansion, build executive relationships, close complex SaaS opportunities, and achieve revenue targets.

Responsibilities:

• Own a book of ~30-40 accounts in our Mid Market segment (Atlassian seat count between 200-10,000) to drive Net New growth and expansion
• Hold a quota that ranges between $1.5-3M annually, depending on your territory
• 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
• Build and maintain executive-level relationships across many business groups including IT, business, sales, marketing, etc
• Leverage 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
• Negotiate and price customer contracts
• Source and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadership
• Stay updated on industry trends and competitors to maintain a competitive advantage
• Travel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teams

Requirements:

• 5+ years of quota carrying experience, with 2+ years focused on selling SaaS solutions
• 1+ years of experience selling to enterprise companies
• 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
• Worked on both transactional and enterprise-grade strategic deals with sales cycles between 3-9 months and ranging from low to mid-six-figure ACV wins
• Experience in solution or outcome-based selling tactics, aligning customer goals
• Building relationships with executive and C-suite individuals
• Utilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentation
• Successfully meet or exceed your performance targets
• Experience growing enterprise accounts and applying a strategy that results in greater outcomes