Account executive in SaaS

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.

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• Maintain accurate pipeline hygiene, active stage progression, and reliable weekly forecasting in Salesforce.
• 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.

• 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.
• Будет плюсом: 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

• This role may also be eligible for benefits, bonuses, commissions, and equity.
• 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.