SMB Scaled Sales

Working at Atlassian
Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Scaled Sales Associates play a crucial role in guiding customers through their Atlassian cloud journey. The primary objective is to demonstrate to SMB customers how Atlassian products can effectively support their objectives. Operating at scale, Sales Associates are expected to advocate for their customers, offering valuable insights to our product and engineering teams to enhance the customer experience. This collaborative effort is closely coordinated with our Product specialists and Marketing organization.
Sales Associates are known for their customer-centric approach and innovative thinking. They are adept at managing resources efficiently to cater to the requirements of our top 30,000 SMB customers.
As a Sales Associate, you will directly report to the Sales Manager within your geographical region. This position is remote, offering flexibility and autonomy.
We are looking for candidates who are eager to build out a new growth motion for our customers & for Atlassian.
On the one hand, you should be passionate about building (and breaking) new systems so these are truly ready for scale. On the other hand, you should believe that the only constant is 'change' and although Scaled Sales Associates have a clear swimlane, things (will) change as we are building an agile growth engine. Lastly, we only want team players as the backbone will be working & learning from each other; lone wolves or cowboy-mindsets are better used elsewhere.
What You'll Do

• Be Atlassian's main point of contact for designated SMB accounts.
• Work inbound leads and generate pipeline through outbound prospecting, running sequences, and cold calling
• Develop and implement territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
• Build strategic relationships with customers and articulate how our value proposition addresses their challenges, strategy and needs.
• Provide regular accurate sales forecasts, reports, and updates to management.
• Stay updated on industry trends, market dynamics, and competitor activities within the US market.

Minimum Required Experience

• 3+ years of experience in outbound sales in a quota-carrying B2B software sales role
• Proven track record of exceeding performance targets
• Building and leading territory & strategic account plans
• Proficiency in using sales tools such as CRM software (e.g., Salesforce) and prospecting tools like Outreach, Common Room, Zoominfo, and LinkedIn Sales Navigator
• Comfortable working in a fast-paced, dynamic environment and adapting to changing priorities.
• You have a do-it-right mentality with a customer-centric mindset.
• Experience selling as an account team with overlay teams, Solutions Engineers/ Consultants, and partners

Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
Zone A: $129,900 - $173,200
Zone B: $116,900 - $155,900
Zone C: $107,800 - $143,800
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
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 .