Account Executive, Enterprise DACH (German Speaking)

Atlassian is a distributed-first company where employees can choose to work from an office, from home, or a combination of the two. For this remote field sales position, the team is looking for someone based in Germany or the Netherlands.

Atlassian works with over 300,000 customers worldwide, including NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. The company’s goal is to unleash the potential of every team through software solutions that deliver customer impact and support revenue growth. Collaboration is central to the culture, with a strong emphasis on teamwork, shared success, and knowledge sharing.

As an Account Executive, Enterprise, you’ll be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams including Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction.

Are you customer-focused, creative, and do you have a hunter mindset? Are you excited by identifying business needs and creating solutions for Fortune 500 companies? If so, this could be a strong fit.

Responsibilities

In this role, you will:

• Develop and implement named account or territory plans geared at maximising expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success
• Develop and execute strategic sales plans to achieve company sales goals
• Identify and qualify leads, build relationships with decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals
• Develop relationships with C-level and other executive stakeholders
• Understand client needs and propose appropriate solutions to meet those needs
• Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction
• Negotiate contracts and pricing agreements with clients
• Provide accurate forecasting, account planning, and sales forecasts to management
• Stay updated on industry trends and competitors to maintain a competitive edge
• Travel to meet clients and attend industry events
• Build sales strategies for designated territories or named accounts
• Be the main Atlassian point of contact or escalation point for designated accounts
• Run strategy plays to identify opportunities and build long relationships with customers
• Work with complex sales cycles and collaborate with the Channel sales organisation to build sales strategies for designated territories and named accounts

Qualifications

Your background:

• 8+ years of quota-carrying enterprise software sales experience
• Experience growing enterprise accounts and applying strategy that results in stronger outcomes
• Extensive experience working with large Fortune 500 enterprise customers in the DACH region
• Fluent German and English language skills, both spoken and written
• Experience engaging and building C-level and executive relationships
• Ability to create alignment and orchestrate internal account teams
• Experience managing key customer relationships and closing strategic sales opportunities
• Experience using a CRM to achieve and correlate key performance metrics
• Experience leading territory and strategic account plans
• Experience leading account teams to promote successful customer outcomes
• Ability to proactively engage customers with a consultative approach to discover new opportunities
• Proven track record of exceeding performance targets
• Ability to contribute to the overall team culture in a positive and impactful way
• A learner mindset
• Ability to partner cross-functionally and proactively build a network with internal and external stakeholders to drive the business forward