Account Executive, Enterprise New Logos DACH Job at The Muse (London)

Job Description

Atlassian is a leading provider of collaboration software. Our software products help teams all over the planet make the impossible, possible. As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction.

Job Responsibility

Develop and execute named Account and Territory plans focused on acquiring net new logos, penetrating greenfield accounts, and landing initial Atlassian footprints across a wide portfolio of products
Build and execute strategic sales plans to generate and convert net new pipeline and to achieve company sales goals and targets
Identify, qualify, and pursue net new prospects by researching target accounts, engaging key decision makers, delivering compelling sales presentations, navigating complex procurement processes, negotiating contracts, and closing deals
Build relationships with C-level and executive stakeholders at target accounts, establishing Atlassian as a strategic partner from the first engagement
Deeply understand prospect pain points and business challenges, proposing tailored Atlassian solutions - including JSM/ITSM displacement opportunities and expansion into non-IT functions (HR/People Ops, Marketing) - to win new business
Collaborate cross-functionally with Channel, SEs, Marketing, and Sales Development to build coordinated pursuit strategies, execute GTM plays, and accelerate new logo acquisition
Lead contract negotiations and pricing discussions to close initial agreements and set the foundation for long-term account growth
Maintain disciplined pipeline hygiene and accurate forecasting, providing weekly deal updates and forecast submissions aligned with the team's operating rhythm
Stay current on industry trends, competitive landscape, and incumbent platforms to sharpen displacement messaging and maintain a competitive edge
Travel to meet prospects and attend industry events to build pipeline and accelerate deal cycles
Build and own territory strategies for designated named accounts, identifying whitespace and prioritising high-potential new logo pursuits
Serve as the primary Atlassian point of contact for net new prospects, owning the relationship from initial outreach through close
Run repeatable GTM plays to identify and qualify new opportunities, leveraging playbook-driven motions to build a predictable pipeline engine
Navigate complex, multi-stakeholder sales cycles, partnering with Channel and cross-functional teams to execute coordinated strategies for landing new enterprise accounts

Requirements

6+ years of quota-carrying Enterprise Software Sales experience, with a strong emphasis on new business acquisition and hunting net new logos
Extensive experience selling in the DACH market
Fluency in English and German
Proven track record of building pipeline from scratch in greenfield or under-penetrated territories, consistently generating over 4x of quota in piped opportunities
Experience engaging and building C-level and executive relationships at prospective accounts, earning trust and credibility from the first interaction
Experience orchestrating cross-functional pursuit teams - aligning Solutions Engineers, Channel, Marketing, SDRs, and leadership - to execute coordinated new logo strategies
Experience navigating complex, multi-stakeholder sales cycles from initial prospecting through close, including competitive displacement scenarios (e.g., ServiceNow)
Extensive experience utilising CRM tools (Salesforce) to maintain disciplined pipeline hygiene, accurate forecasting, and weekly deal cadence
Demonstrated ability to build and execute territory and named account plans focused on identifying whitespace and prioritising high-potential new logo pursuits
Experience running repeatable GTM plays and prospecting motions to create a predictable pipeline engine
Proactively engages prospects with a consultative, solution-oriented approach, uncovering pain points and mapping Atlassian solutions to business outcomes
Proven track record of meeting or exceeding new business targets - pipeline generation, win rates, and closed net new ACV
Contributes to the overall team culture in a positive, impactful way - shares best practices, deal strategies, and competitive insights with the broader team
Possesses a learner mindset - stays current on product capabilities, competitive landscape, and evolving buyer personas
Ability to develop and orchestrate execution strategies for assigned target accounts, turning cold territories into active pipeline
Proactively builds a network with internal and external stakeholders - from Channel partners to industry contacts - to source and accelerate new opportunities

What we offer

Health insurance
Dental insurance
Vision insurance
Life insurance
Short term disability
Long term disability
FSA
HSA with employer contribution
Fitness subsidies
Mental health benefits
On-site gym
HSA
Adoption leave
Birth parent or maternity leave
Non-birth parent or paternity leave
Fertility benefits
Adoption assistance program
Family support resources
Flexible work hours
Remote work opportunities
Hybrid work opportunities
Work-from-home stipend
Holiday events
Casual dress
Pet-friendly office
Happy hours
Snacks
Some meals provided
On-site cafeteria
Paid vacation
Paid holidays
Personal/Sick days
Volunteer time off
Leave of absence
401(k) with company matching
Company equity
Performance bonus
Relocation assistance
Financial counseling
Access to online courses
Internship program
Leadership training program
Tuition reimbursement
Learning and development stipend
Promote from within
Founder led
Employee resource groups (ERG)
Diversity, equity, and inclusion program

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Account Executive, Enterprise New Logos DACH

Job Description

Job Responsibility

Requirements

What we offer

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