Key Skills

Job Description

Overview The Account Executive, Mid-Market is a senior, quota-carrying sales role responsible for driving strategic revenue growth across a defined book of mid-market accounts in the Benelux region. Operating as a "quarterback," the AE owns the entire commercial process—from outbound pipeline generation and complex discovery through to strategic negotiation and close. You are expected to move beyond transactional selling to position Atlassian’s System of Work as a catalyst for long-term business transformation. You will build data-driven territory plans, engage C-level stakeholders through strategic briefings, and conduct advanced performance analyses to identify market trends. Success is measured by quota attainment, executive engagement, and your ability to influence cross-functional teams to deliver a coordinated, high-impact customer experience. Responsibilities In this role, you will: Hunt & Expand Territory Pipeline: Execute a proactive territory plan combining net-new customer acquisition with strategic white-space penetration, hunting for new solution lands across unaddressed departments, lines of business, and subsidiaries. Drive Full Atlassian Platform Adoption: Treat cross-selling as a net-new sales motion—positioning distinct platform pillars (e.g., Jira Service Management vs. legacy ITSM vendors, Work Management, and AI/Rovo) to new budget holders across IT, Ops, and Business teams. Lead Strategic Cloud Roadmaps & Enterprise Elevation: Partner with customer leadership to define multi-year Cloud evolution roadmaps. Elevate mature accounts to Cloud Enterprise and Premium tiers by aligning platform capabilities (centralized governance, security, scalability, and AI) to top-line corporate objectives. Establish Executive Sponsorship & Mutual Agreements: Secure active C-level and VP-level executive sponsorship (CIO, CTO, Head of IT/Engineering). Co-create structured Mutual Success Plans / Mutual Action Plans (MAPs) with clear milestones, compelling events, and mutual commitments. Lead Complex, Multi-Stakeholder Value Deals: Own end-to-end sales execution using disciplined value-selling methodologies (e.g., MEDDPICC) to build defensible TCO/ROI business cases, navigate security/legal reviews, and close multi-year Cloud agreements. Orchestrate Virtual Account Teams & Partner Co-Selling: Mobilize internal cross-functional partners (Solutions Engineers, Specialist Sales, Deal Desk, Marketing) and collaborate closely with Solution Partners to source, co-sell, and close opportunities. Forecast Rigor & CRM Discipline: Maintain accurate pipeline hygiene, active stage progression, and reliable weekly forecasting in Salesforce. Contribute to Team Excellence: Act as a senior team pillar by mentoring developing sales team members, sharing winning deal playbooks, and continuously sharpening the team’s outbound hunting and closing motions. Qualifications At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range. This role may also be eligible for benefits, bonuses, commissions, and equity. Required Qualifications 6+ years of quota-carrying B2B SaaS software sales experience (Mid-Market or Enterprise segment preferred). Strategic Track Record: Proven history of meeting or exceeding revenue targets (≥90% quota attainment) in complex, multi-stakeholder environments. Proven "Hunter" Mindset & Outbound Discipline: Demonstrated track record of proactive territory prospecting, cold-to-close pipeline generation, and winning net-new business or new solution lands. Executive Sponsorship & Stakeholder Alignment: Proven success engaging C-level decision-makers, establishing strong executive sponsorship, and driving consensus across multi-threaded buying committees. Business Acumen: Expert knowledge of organizational structures, business operations, and how software solutions support a customer’s strategic business objectives. Expertise in Value Selling Frameworks: Hands-on mastery of structured sales methodologies (e.g., MEDDPICC, Command of the Message, Proof of Value frameworks). Advanced Problem Solving: Ability to deconstruct complex customer challenges, identify root causes, and create innovative frameworks or solutions that balance innovation with calculated risk. Strategic Roadmap & Mutual Agreement Execution: Skilled at structuring and executing Mutual Action Plans (MAPs), joint business roadmaps, and value-based business cases for platform tier upgrades (e.g., Enterprise editions). Platform & Cross-Pillar Selling: Experience selling multi-product SaaS platforms or successfully displacing competitor legacy tools in adjacent categories (e.g., ITSM, DevOps, Work Management). Channel & Partner Ecosystem Experience: Proven ability to source and accelerate deals through co-selling motions with Solution Partners, System Integrators, and technology alliances. Cross-Functional Leadership: Demonstrated ability to orchestrate virtual account teams (pre-sales engineering, product specialists, customer success, deal operations). Curiosity & Fast-Paced Adaptability: High learning agility to master evolving product suites and competitive landscapes. Exceptional Communication & Commercial Acumen: Strong executive presence, consultative negotiation skills, and commercial fluency. Analytical Skills: Strong ability to use data and evidence-based reasoning to support territory decisions and provide accurate, reliable forecasting. Growth Mindset: High coachability and a proactive approach to continuous learning and applying feedback to improve craft excellence. Preferred Qualifications Domain Expertise: Experience selling collaboration, productivity, or ITSM tools (e.g., Atlassian, ServiceNow, or similar platforms) and familiarity with the "System of Work" philosophy. Regional Insight: Deep understanding of the Benelux mid-market segment, including regional buying behaviors, cultural nuances, and local market trends. Competitive Displacement: Proven success in displacement selling against legacy or alternative solutions (e.g., Microsoft, Notion, or Google Workspace). Financial Modeling: Experience building complex ROI analyses, case studies, and TCO models to articulate value to economic buyers. Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian 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. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh . In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.

Core Responsibilities

Own the full sales cycle for mid-market accounts in the Benelux region, from outbound prospecting and discovery through value-based negotiation and closing. Develop strategic cloud and platform adoption plans, engage executive stakeholders, coordinate internal and partner teams, maintain accurate forecasts, and mentor other sales team members.

Requirements

Requires at least six years of quota-carrying B2B SaaS sales experience, a record of meeting or exceeding targets, and success generating new business and engaging executive-level buying committees. Candidates should be skilled in value-selling methods, strategic account planning, platform sales, partner collaboration, commercial analysis, and cross-functional leadership.

Benefits

• Health and Wellbeing Resources
• Paid Volunteer Days