Hands‑on experience applying MEDDPICC (or similar) to qualify, advance, and win complex opportunitiesIdentify and close complex deals by building multithreaded multi‑solution strategic opportunities with the appropriate stakeholders through outcome‑based selling tacticsTravel occasionally for customer meetings, industry events, and intentional togetherness gatherings with your teamsCollaborate with internal teams such as channel, marketing, product, and customer success to keep customer satisfaction at the highest priorityNegotiate and price customer contractsSource and qualify leads to maintain a healthy pipeline using various methods for your territory plans, and provide accurate forecasting to sales leadershipStaying updated on industry trends and competitors to maintain a competitive advantageQualifications6+ years of quota‑carrying experience, with 3+ years focused on selling SaaS solutions1+ years of experience selling to enterprise companiesBeing the quarterback for accounts in a matrixed sales organization, leading account planning efforts and creating alignment with internal teamsHaving sold multi‑point software solutions in multithreaded deals to mid‑market or enterprise companiesWorked on both transactional and enterprise‑grade strategic deals with sales cycles between 3‑9 months and ranging from low to mid‑six‑figure ACV winsExperience in solution or outcome‑based selling tactics, aligning customer goalsBuilding relationships with executive and C‑suite individualsUtilizing multiple tools to achieve and correlate KPIs, campaign outreaches, data integrity, and storing all documentationSuccessfully meet or exceed your performance targetsExperience growing enterprise accounts and applying a strategy that results in greater outcomesCompensationAt Atlassian, we strive to design equitable, explainable, and competitive compensation programs. ResponsibilitiesOwn a book of 45‑75 accounts in our Mid Market segment (Atlassian seat count between 200‑10,000) to drive Net New growth and expansionHold a quota that ranges between $2‑4M annually depending on your territoryLead 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 accountsBuild and maintain executive‑level relationships across many business groups including IT, business, sales, marketing, etc.