Account Executive, Mid Market (LATAM)

Summary

Atlassian is a company that unleashes the potential of every team through their agile and DevOps software solutions. They are seeking an Account Executive for the Mid Market segment to manage a portfolio of accounts, drive growth, and maintain customer relationships while achieving revenue targets.

Responsibilities

• Own a book of ~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 $2-4M 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, ect
• Leveraging 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
• Staying 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

Skills

• 3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. enterprise experience is a plus!
• 2+ years selling SaaS products
• 2+ years of selling into LATAM
• Full Portuguese fluency
• 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 strategic deals with sales cycles between 3-9 months
• Experience in solution or outcome-based selling tactics, aligning customers short and long term goals
• Building strong relationships with internal and external stakeholders, including 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

Qualifications

Must Haves

• 3+ years of quota-carrying experience in commercial, mid-market, or emerging enterprise segments. enterprise experience is a plus!
• 2+ years selling SaaS products
• 2+ years of selling into LATAM
• Full Portuguese fluency
• 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 strategic deals with sales cycles between 3-9 months
• Experience in solution or outcome-based selling tactics, aligning customers short and long term goals
• Building strong relationships with internal and external stakeholders, including 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

Benefits

• Choose where they work – whether in an office, from home, or a combination of the two
• Health and wellbeing resources
• Paid volunteer days