Account Executive, Mid-market

The Account Executive, Mid-Market (P50) 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. At the P50 level, 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:

• Strategic Revenue Ownership: Own and deliver against an annual ACV quota target , driving both new business and expansion within a complex mid-market portfolio.

• Advanced Territory & Account Planning: Develop and execute sophisticated, data-driven territory plans. Conduct advanced analyses to evaluate sales performance, identifying high-value opportunities based on macro-market trends and competitive indicators.

• Executive Relationship Management: Build and maintain strategic C-level and VP-level relationships, delivering a minimum of 3 executive briefings and 7 executive sales calls per fiscal year to align Atlassian’s roadmap with customer business objectives.

• Consultative Value Selling: Use a discovery-led approach to uncover deep operational pain points. Position Atlassian as a strategic partner by creating personalized roadmaps and using ROI/TCO models to demonstrate long-term business impact.

• Cross-Functional Leadership: Act as the "quarterback" for the account team, orchestrating Solution Engineers, Channel Partners, Marketing, and Customer Success to deliver a unified and strategic account experience.

• Operational & Analytical Excellence: Maintain rigorous CRM hygiene in Salesforce. Beyond accurate forecasting (using MEDDPICC), contribute to the evolution of sales playbooks and share "best-selling" techniques to elevate team-wide performance.

• Strategic Product Expansion: Drive wins in emerging Atlassian product areas (e.g., Jira Service Management, Atlassian Intelligence) to expand the footprint and solve complex cross-departmental challenges.

• Mentorship & Enablement: Complete all mandatory certifications and proactively contribute to the growth of the team by mentoring junior AEs/SDRs and sharing regional market insights.

Qualifications:

equired Qualifications

• Experience: 5+ years of B2B SaaS sales experience in a senior, full-cycle closing role (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.

• Business Acumen: Expert knowledge of organizational structures, business operations, and how software solutions support a customer’s strategic business objectives.

• Sales Methodology Mastery: Deep proficiency in structured sales methodologies (e.g., MEDDPICC or MEDDIC) with a disciplined approach to qualifying and advancing complex deals.

• Advanced Problem Solving: Ability to deconstruct complex customer challenges, identify root causes, and create innovative frameworks or solutions that balance innovation with calculated risk.

• Executive Presence: Demonstrated ability to engage, challenge, and build trust with C-level stakeholders, navigating complex buying committees and procurement processes.

• Analytical Skills: Strong ability to use data and evidence-based reasoning to support territory decisions and provide accurate, reliable forecasting.

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.

• Leadership Mindset: A track record of informal leadership, such as mentoring peers, leading knowledge-sharing sessions, or contributing to regional sales strategy.

• Growth Mindset: High coachability and a proactive approach to continuous learning and applying feedback to improve craft excellence.

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.

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.