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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.

Seeing the territory of the role, we aim to hire in France for this role.

In this role, you will:

• Develop and implement named account or territory plans geared at both maximizing expansion opportunities across our full portfolio of products and ensuring high bar of customer success

• Be the main Atlassian point of contact or escalation point for a selection of Atlassian's most strategic named accounts

• Identify key decision-makers within target accounts and build strong relationships with them.

• Understand the business objectives and challenges of potential customers and positioning solutions to address their needs.

• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction

• Lead complex negotiations and contract discussions with customers.

• Conduct market research and stay informed about industry trends to identify new opportunities and maintain a competitive edge.

• Provide regular updates and forecasts on sales performance to senior management.

• Travel as necessary to meet with clients, attend industry events, and participate in conferences.

• Mentor and providing guidance to junior members of the sales team, if applicable.

Your background:

• 10+ years of quota-carrying strategic enterprise software sales Experience (Field sales role)

• Fluent French language skills (speaking and writing)

• 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

• Building and leading territory & strategic account plans

• Experience leading or coordinating Account team

• Proven track record of meeting or exceeding performance targets

• Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues

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.

Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business, ideally with experience in owning sales engagements end-to-end.

Responsibilities Include:

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Developing Senior and Executive relationships over video conferences as well as in-person

• Manage high-value renewals & expansion across a sizable product portfolio

• Ownership of growth opportunity management and sales cycles end-to-end

• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

• Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Forecasting accountability for your owned book of business

Atlassian is looking for a Pre-Sales Solutions Engineer for our strategic business that’s passionate about being a product expert in the sales cycle, solving our customer’s hardest business problems with our products and solutions, and helping close our enterprise deals. Interested? Read on!

• Partner with sales teams, partners and larger account teams on transformation deals in large, global accounts with multi-million dollar spend thresholds

• Engage and build relationships with customers at the C-level and other executive levels, driving to long-standing relationships across the organization

• participate in customer discovery to understand the customer's current state, what business problems they want to solve, and map back to the Atlassian products, platforms and solutions that will get them where they want to be

• Probe for and identify additional opportunities for cross-product/solution expansion

• investigate, discover, and assess client pain points

• Be a product expert of Atlassian software in the pre-sales process, articulating and showing the customer the value of the software and how it can change their way of working

• have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams

• Lead compelling value-based demonstrations, both standard and customized

• Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Atlassian being the right decision

• Proactively forge strong partnerships with your aligned strategic account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together

• Help lead cross-functional teams to best support the customer and march toward the same goals

• Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management

• Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress

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.

Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business. You are confident with driving sales engagements end-to-end and are an expert at running cross-sell discovery.

More about you

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.

In your first 90 days, we'll expect you to:

• Manage time effectively and prioritize among competing opportunities

• Execute creative and unique approaches to help evolve best practices 

• Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity

• Demonstrate experience leading sales cycles end-to-end

• Leverage subject matter expertise to build credibility with stakeholders/champions

• Have a team player mindset; driving collaboration and engagement scope with global stakeholders

• Have a customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Effectively communicate and show active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

• Have a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

• Be a change agent with the ability to continuously learn and implement feedback

• Show a tendency to operate daily with a sense of urgency, and an affinity for creative problem-solving

• Understand each of your customers' journeys with Atlassian thus far with identified product use cases

Responsibilities Include:

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Developing Senior and Executive relationships over video conferences as well as in-person

• Manage high-value renewals & expansion across a sizable product portfolio

• Ownership of growth opportunity management and sales cycles end-to-end

• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

• Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Forecasting accountability for your owned book of business

• Proactively identifying pockets of risk in your Customer’s portfolio and triaging solutions to mitigate issues before they impact customer satisfaction

• Managing up internally to provide awareness and advocacy of customer needs

• Influencing cross-functional partners toward mutually beneficial outcomes

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.

Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business. You are confident with driving sales engagements end-to-end and are an expert at running cross-sell discovery.

More about you

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.

In your first 90 days, we'll expect you to:

• Manage time effectively and prioritize among competing opportunities

• Execute creative and unique approaches to help evolve best practices 

• Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity

• Demonstrate experience leading sales cycles end-to-end

• Leverage subject matter expertise to build credibility with stakeholders/champions

• Have a team player mindset; driving collaboration and engagement scope with global stakeholders

• Have a customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Effectively communicate and show active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

• Have a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

• Be a change agent with the ability to continuously learn and implement feedback

• Show a tendency to operate daily with a sense of urgency, and an affinity for creative problem-solving

• Understand each of your customers' journeys with Atlassian thus far with identified product use cases

Responsibilities Include:

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Developing Senior and Executive relationships over video conferences as well as in-person

• Manage high-value renewals & expansion across a sizable product portfolio

• Ownership of growth opportunity management and sales cycles end-to-end

• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

• Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Forecasting accountability for your owned book of business

• Proactively identifying pockets of risk in your Customer’s portfolio and triaging solutions to mitigate issues before they impact customer satisfaction

• Managing up internally to provide awareness and advocacy of customer needs

• Influencing cross-functional partners toward mutually beneficial outcomes

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.

Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business. You are confident with driving sales engagements end-to-end and are an expert at running cross-sell discovery.

More about you

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.

In your first 90 days, we'll expect you to:

• Manage time effectively and prioritize among competing opportunities

• Execute creative and unique approaches to help evolve best practices 

• Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity

• Demonstrate experience leading sales cycles end-to-end

• Leverage subject matter expertise to build credibility with stakeholders/champions

• Have a team player mindset; driving collaboration and engagement scope with global stakeholders

• Have a customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Effectively communicate and show active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

• Have a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

• Be a change agent with the ability to continuously learn and implement feedback

• Show a tendency to operate daily with a sense of urgency, and an affinity for creative problem-solving

• Understand each of your customers' journeys with Atlassian thus far with identified product use cases

Responsibilities Include:

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Developing Senior and Executive relationships over video conferences as well as in-person

• Manage high-value renewals & expansion across a sizable product portfolio

• Ownership of growth opportunity management and sales cycles end-to-end

• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

• Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Forecasting accountability for your owned book of business

• Proactively identifying pockets of risk in your Customer’s portfolio and triaging solutions to mitigate issues before they impact customer satisfaction

• Managing up internally to provide awareness and advocacy of customer needs

• Influencing cross-functional partners toward mutually beneficial outcomes

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.

Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business. You are confident with driving sales engagements end-to-end and are an expert at running cross-sell discovery.

More about you

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.

In your first 90 days, we'll expect you to:

• Manage time effectively and prioritize among competing opportunities

• Execute creative and unique approaches to help evolve best practices 

• Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity

• Demonstrate experience leading sales cycles end-to-end

• Leverage subject matter expertise to build credibility with stakeholders/champions

• Have a team player mindset; driving collaboration and engagement scope with global stakeholders

• Have a customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Effectively communicate and show active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

• Have a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

• Be a change agent with the ability to continuously learn and implement feedback

• Show a tendency to operate daily with a sense of urgency, and an affinity for creative problem-solving

• Understand each of your customers' journeys with Atlassian thus far with identified product use cases

Responsibilities Include:

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Developing Senior and Executive relationships over video conferences as well as in-person

• Manage high-value renewals & expansion across a sizable product portfolio

• Ownership of growth opportunity management and sales cycles end-to-end

• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

• Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Forecasting accountability for your owned book of business

• Proactively identifying pockets of risk in your Customer’s portfolio and triaging solutions to mitigate issues before they impact customer satisfaction

• Managing up internally to provide awareness and advocacy of customer needs

• Influencing cross-functional partners toward mutually beneficial outcomes

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.

In this non-traditional sales leadership role you will manage a team of experienced Enterprise Account Executives, covering the France and Southern European region.

You will set the sales strategy and lead its execution across your team. You will help your team unlock new business opportunities and build relationships with business and IT stakeholders within their customer base to propel incremental sales. Your team will also partner with other teams, including channel, product specialists, and solutions engineers. They are advocates for our customers, providing market feedback to our development teams, and helping us always improve our customer experience.

We're able to hire eligible candidates for this role who are currently remotely based from Poland, the Netherlands, the United Kingdom, France, or Germany only.

As a mid-market second line sales leader you will oversee a team dedicated to acquiring and managing mid-market customers across a set of markets in EMEA. You will report directly to the EMEA Mid-Market Sales Director.

The role involves the development and management of a large sales organization across Germany, Switzerland and Austria with a focus on developing and implementing sales strategies customized for Mid Market-level customers across various geographies, fostering long-term relationships with key accounts, and achieving revenue targets.

As a second line manager (managing managers) you are in charge of building a group of world class sellers and sales managers, recruiting and developing talents, identifying and bridging capabilities gaps across the group while contributing to developing future sales leaders with your front line managers.

• Leading and managing a team of Mid-Market sales managers and their teams, developing customized sales strategies and plan for Germany, Switzerland and Austria with the objective to achieve sales targets and revenue goals within the Mid-Market segment.

• Developing and implementing strategic sales plans and initiatives to penetrate and expand market share in the Mid-Market segment.

• Providing mentorship and guidance to the sales managers to help them develop their skills and achieve their team targets.

• Setting performance goals and metrics for the sales team and monitoring their progress towards meeting these goals.

• Recruiting, hiring, and onboarding new managers while also building with your direct managers  their respective sales team as needed to support business growth objectives.

• Collaborating with internal teams at regional and corporate level : Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction

• Analyzing sales data and market trends to identify opportunities for growth and improvement.

• Conducting regular performance evaluations and providing feedback to the sales team to drive continuous improvement.

• Providing regular updates and reports on sales performance to Corp Leadership Team

• Staying informed about industry trends, competitor activities, and market dynamics within the enterprise segment.

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 as part of being a distributed-first company.

This role is available remotely in France.

The Partner Manager will be part of the Atlassian EMEA Channel organization and report to the Southern EMEA Leader.

Responsibilities:

• Manage and develop the alliance with a large French system integrator;

• Work with the System integrator on the creation of Atlassian practices and drive sales;

• Identify, recruit, and activate other large systems integrators in the South EMEA;

• Develop and execute strategic plans to drive business growth and partnerships;

• Build and maintain strong relationships with key stakeholders in the industry;

• Collaborate with cross-functional teams to ensure successful integration and implementation of solutions;

• Analyze market trends and competitor activities to identify expansion opportunities;

• Drive revenue growth through effective sales strategies and negotiations;

• Provide regular reports and updates on progress and performance metrics.

Requirements:

• Experience: Minimum of 10 years in business development, sales, or alliance roles within the IT industry.

• Knowledge: Strong understanding of systems integration and technology solutions.

• Communication: Excellent verbal and written communication skills in English and French

• Analytical Skills: Ability to analyze data and market trends to make informed business decisions.

• Team Player: Proven track record of working collaboratively with cross-functional teams.

• Travel: Willingness to travel within South EMEA as needed.

Working at Atlassian

Atlassians have flexibility in 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, as part of being a distributed-first company.

Scaled Sales Associates are focused on helping customers be successful in their Atlassian cloud Journey. Our main goal is to show SMB customers how Jira Service Management (JSM) can make them successful in their goals. Since we work at scale, we want the Scaled Sales Associate to be a champion for their customers, providing feedback to our product & engineering teams and helping us optimize our customer experience. All of this is done in tight coordination with our Product specialists and Marketing organization.

Scaled Sales Associates are customer-focused and creative. You can think at scale and organize resources to meet the needs of our SMB customers. You need to understand the customer buyer journey & be able to help us identify ways to optimize the Atlassian Sales Model.

You will report to the Sales Manager of your geo. This is a remote job.

This role is based in Paris 

Responsibilities

1. Manage and support Gitlab’s major account/(s) within the telecommunications (telco) sector
2. Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel.
3. Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to to build a strategic, long-term partnership with your customers.
4. Has a deep understanding of the customer, including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals.
5. Expand knowledge of industry as well as the competitive posture of the company
6. Contribute to root cause analysis on wins/losses.
7. Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
8. Provide account leadership and direction in the pre- and post-sales process
9. Conduct sales activities including prospecting and developing opportunities in major accounts
10. Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
11. Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
12. Develop an account plan to sell to customers based on their business needs.

Requirements

1. Must be based in Paris and be able to meet with telco customers regularly
2. Strong experience and a proven track record selling into highly complex organisations specifically in the telecommunications (telco) segment and industry
3. Demonstrated consistent results and overachievement of quota
4. Excellent communication and presentation skills; comfortable presenting to C-Level executives.
5. Experience with solutions selling and positioning value to customers based on their needs.
6. Deep understanding of with Git, Software Development Tools, Application Lifecycle Management
7. You share our values, and work in accordance with those values.
8. Ability to use GitLab
9. Ability to travel if needed and comply with the company’s travel policy

Hiring Process

• 1. Initial Screen - Recruiter

  • Candidates are invited to schedule an interview with the Recruiter.
  • Areas of focus (as defined in GitLab Handbook):
    • Results
    • Collaboration

  2. Initial Interview - Hiring Manager

  • Candidates are invited to schedule an interview with the Hiring Manager.
  • Areas of focus (as defined in GitLab Handbook):
    • Results
    • Operational Excellence - Account Planning & Management
    • Customer Focus - Effective Communication
    • Operational Excellence - Growth Mindset
    • Operational Excellence - Process Discipline
    • Iteration

  3. Mock Presentation - Panel

  • Candidates are invited to schedule a presentation with 3 interviewers from the team.
  • Areas of focus (as defined in GitLab Handbook):
    • Solutions Focus - Consultative approach
    • Solutions Focus - DevOps & Technical Leadership
    • Solutions Focus - Building Trust
    • Customer Focus - Facilitating
    • Customer Focus - Understanding Customer’s Needs
    • Efficiency

  4. Final Interview - Senior Leadership

  • Candidates are invited to schedule an interview with senior leadership.
  • Areas of focus (as defined in GitLab Handbook):
    • Operational Excellence - Resource Orchestration
    • Collaboration
    • Operational Excellence - Growth Mindset
    • Customer Focus - Customer Business Acumen
    • Solutions Focus - Leading with Vision
    • Transparency
    • Diversity inclusion and belonging

#LI-JM2

Based remotely in France 

An overview of this role

Mid-market Account Executives are the primary point of contact between prospective and existing customers of GitLab within a space defined as mid-market, which currently works with companies that employ up to 4000 employees. These GitLab team members manage the spectrum of project sizes, ranging from small fast growing teams in smaller agile organizations to complex enterprise projects advising on the journey with GitLab to achieve specific business outcomes. Mid-Market AEs work closely in tandem with the business development team and sales management to manage a broad book of business spread over a large opportunity value range and focus on exceeding client expectations.

What you’ll do  

• Account Executive, Mid-market (AE) will report to an Area Sales Manager.
• Support GitLab for our Mid Market prospects.
• Contribute to root cause analyses on wins/losses.
• Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Take ownership of your book of business
• document the buying criteria
• document the buying process
• document next steps and owners
• ensure pipeline accuracy based on evidence and not hope
• Contribute to documenting improvements in our sales handbook.
• Provide account leadership and direction in the pre- and post-sales process
• Be the voice of the customer by contributing product ideas to our public issue tracker

What you’ll bring 

• A true desire to see customers benefit from the investment they make with you
• Demonstrated progressive experience with Software sales
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator, strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to travel if needed and comply with the company’s travel policy

About the team

Thanks to our Transparency value, you can see what we are working on in our Team page. 

Further information on the role can be found here - https://handbook.gitlab.com/job-families/sales/account-executive/ 

How GitLab will support you

• Benefits to support your health, finances, and well-being
• All remote, asynchronous work environment
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and development budget 
• Parental leave 
• Home office support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

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