The Ampin App
deep insights into the Atlassian community

At Atlassian, employees can work in an office, from home, or a mix of both, and the company hires in any country with a legal entity; their tools like Jira Software, Confluence, and Jira Service Management help teams collaborate, with customers ranging from Fortune 500 to over 300,000 companies worldwide, including NASA, Audi, and Deutsche Bank. The Account Executive, Mid Market team manages a portfolio of Fortune 1000 accounts, identifies cloud-first and expansion opportunities, nurtures customer relationships, and aims to meet revenue targets while advocating for customers by feeding feedback to product and engineering. The role requires collaboration with Channel Partners, Product Specialists, Account Managers, and Solution Engineers, leads cross-functional deal teams, and uses MEDDPICC to qualify and win complex opportunities, serving as the quarterback for territory plans. Key responsibilities include owning about 40 accounts (200–10,000 seats), managing the full sales cycle from prospecting to close with a $2–4M annual quota, and developing strategic plans to maximize expansion and ensure customer success across multiple products. Additional duties involve building executive relationships across IT and business units, sourcing leads, accurate forecasting, staying aware of industry trends and competitors, and occasional travel for meetings and events.

Atlassian offers flexible work locations—office, home, or hybrid—and hires globally where it has a legal entity, serving over 300,000 customers and aiming to unleash teams’ potential through software while driving revenue growth. The company emphasizes a culture of teamwork—“work with Atlassian, not for Atlassian”—and highlights strong sales earning potential due to a vast enterprise market and customer preference for its products. As a team member, you would build and nurture relationships with key stakeholders, including Fortune 500 decision-makers, negotiate complex contracts, and collaborate with internal teams such as Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Key responsibilities include developing and executing named account or territory plans, identifying leads, delivering sales presentations, closing deals, and maintaining executive relationships while aligning with cross-functional teams. Additional duties involve accurate forecasting and account planning, staying updated on industry trends, traveling to meet clients and attend events, and serving as the main contact or escalation point while running strategy plays to build long-term customer relationships.

Atlassian offers flexible work locations and hires globally where legally possible, serving over 300,000 customers including brands like NASA, IBM, and Coca-Cola, with a mission to unleash the potential of every team through software while driving customer impact and revenue growth, and a culture built on “play as a team” where employees work with Atlassian, not just for Atlassian. The sales role involves building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams (Channel Partners, Product Specialists, Account Managers, Solution Engineers) to ensure customer satisfaction, especially with Fortune 500 clients. Responsibilities include developing and implementing named account or territory plans to maximize expansion across a wide product portfolio and delivering strategic sales plans to meet company targets. Key tasks include identifying and qualifying leads, building relationships with C-level executives, understanding client needs, delivering presentations, negotiating pricing, closing deals, providing forecasting and account planning, and staying informed on industry trends and competitors, with travel as needed. You’ll serve as the main Atlassian contact for designated accounts, run strategy plays to identify opportunities and build long-term relationships, work with complex sales cycles, and collaborate cross-functionally with Channel sales to build effective sales strategies.