Account Executive, Mid-market Benelux

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

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