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deep insights into the Atlassian community

Atlassian offers flexible work locations—office, home, or a combination—and hires globally where it has a legal entity, with the aim of unleashing the potential of every team through products like Jira Software, Confluence, and Jira Service Management that Fortune 500s and companies such as NASA, Audi, Kiva, Deutsche Bank, and Dropbox rely on. The Account Executive, Mid Market team manages a portfolio of Fortune 1000 accounts, focusing on cloud-first opportunities, cross-sell and user expansion, nurturing relationships, and serving as a strong customer advocate by feeding feedback to product and engineering to improve the customer experience. You will own about 40 mid-market accounts (200-10,000 seats), drive net-new growth and expansion, manage the full sales cycle from prospecting to closing, and hold a $2-4M annual quota depending on territory. You will lead cross-functional deal teams, develop strategic plans to maximize expansion and ensure customer success, build executive relationships across IT, business, sales, and marketing, and use MEDDPICC to qualify and win complex, multi-solution opportunities. You will source and qualify leads, provide accurate forecasting and account planning, stay updated on industry trends and competitors, serve as the main contact or escalation point for designated accounts, collaborate with channel, product, marketing, and customer success teams, and travel occasionally for meetings and events.

Atlassian lets employees choose where they work—office, home, or a mix—and hires in any country where the company has a legal entity. The company serves over 300,000 customers worldwide, including NASA, IBM, HubSpot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. Its mission is to unleash the potential of every team through powerful software, delivering exceptional customer impact and ongoing revenue growth, guided by the value of “play as a team.” The sales role offers strong earning potential supported by a large enterprise market and customer preference for Atlassian products, with responsibilities that include building relationships, negotiating contracts, and collaborating with Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer success. Day-to-day duties include developing and executing named account or territory plans, qualifying leads, understanding client needs, presenting and negotiating, forecasting, staying ahead of industry trends, traveling as needed, and acting as the main Atlassian contact while running strategic plays across cross-functional teams for complex sales cycles.

Atlassian offers flexible work options (office, remote, or hybrid) and hires in any country with a legal entity, serving over 300,000 customers worldwide including NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola, with a goal to unleash the potential of every team through powerful software and sustainable revenue growth. What makes Atlassian unique is the value of “play as a team,” a culture that supports each other, celebrates wins together, and shares knowledge, with employees working with Atlassian, not for Atlassian, and strong earning potential for the sales team given the vast enterprise market. As a member of the sales team, you will build and nurture relationships with key stakeholders, negotiate complex contracts, and collaborate with Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. You’ll develop and implement named account or territory plans, create strategic sales plans to hit company goals, identify and qualify leads, build executive relationships, understand client needs, propose solutions, negotiate pricing, and provide accurate forecasting and account planning. You’ll travel to meet clients and industry events as needed, serve as the main Atlassian contact or escalation point for designated accounts, run strategy plays to build long-term relationships, and navigate complex, cross-functional sales cycles with Channel sales to maximize opportunities.