At a Glance
- Tasks: Drive revenue growth by managing mid-market accounts and executing strategic sales plans.
- Company: Join Atlassian, a leader in team collaboration software with a vibrant culture.
- Benefits: Enjoy health perks, paid volunteer days, and a supportive work environment.
- Other info: Be part of a diverse team that values every voice and perspective.
- Why this job: Make a real impact by transforming businesses with innovative software solutions.
- Qualifications: 6+ years in B2B SaaS sales with a proven track record of exceeding targets.
The predicted salary is between 63000 - 77000 £ per year.
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
- 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
- 6+ years of quota-carrying B2B SaaS software sales experience (Mid-Market or Enterprise segment preferred).
- Proven history of meeting or exceeding revenue targets (≥90% quota attainment) in complex, multi-stakeholder environments.
- Demonstrated track record of proactive territory prospecting, cold-to-close pipeline generation, and winning net-new business or new solution lands.
- Proven success engaging C-level decision-makers, establishing strong executive sponsorship, and driving consensus across multi-threaded buying committees.
- Expert knowledge of organizational structures, business operations, and how software solutions support a customer’s strategic business objectives.
- Hands-on mastery of structured sales methodologies (e.g., MEDDPICC, Command of the Message, Proof of Value frameworks).
- Ability to deconstruct complex customer challenges, identify root causes, and create innovative frameworks or solutions that balance innovation with calculated risk.
- 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).
- Experience selling multi-product SaaS platforms or successfully displacing competitor legacy tools in adjacent categories (e.g., ITSM, DevOps, Work Management).
- Proven ability to source and accelerate deals through co-selling motions with Solution Partners, System Integrators, and technology alliances.
- Demonstrated ability to orchestrate virtual account teams (pre-sales engineering, product specialists, customer success, deal operations).
- High learning agility to master evolving product suites and competitive landscapes.
- Strong executive presence, consultative negotiation skills, and commercial fluency.
- Strong ability to use data and evidence-based reasoning to support territory decisions and provide accurate, reliable forecasting.
- High coachability and a proactive approach to continuous learning and applying feedback to improve craft excellence.
Preferred Qualifications
- Experience selling collaboration, productivity, or ITSM tools (e.g., Atlassian, ServiceNow, or similar platforms) and familiarity with the "System of Work" philosophy.
- Deep understanding of the Benelux mid-market segment, including regional buying behaviors, cultural nuances, and local market trends.
- Proven success in displacement selling against legacy or alternative solutions (e.g., Microsoft, Notion, or Google Workspace).
- 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.
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.
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.
Senior Account Executive Mid-Market, Benelux employer: Atlassian
Atlassian is an exceptional employer that prioritises flexibility and work-life balance, allowing employees to choose their work environment—be it in the office, from home, or a hybrid model. With a strong focus on employee development, Atlassian offers robust mentorship and coaching opportunities, fostering a culture of collaboration and innovation. Additionally, the company provides comprehensive benefits, including health coverage and paid volunteer days, making it an attractive place for those seeking meaningful and rewarding careers in the UK.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Account Executive Mid-Market, Benelux
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Senior Account Executive Mid-Market, Benelux at Atlassian, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Atlassian. Tailor your message to explain why you’re drawn to them and how you can contribute as a Senior Account Executive Mid-Market, Benelux. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Senior Account Executive Mid-Market, Benelux
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Atlassian:When writing your cover letter, make sure to tailor your message specifically for Atlassian. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Atlassian
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Atlassian that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Atlassian that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Atlassian’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
