Job description

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. Overview Atlassian is continuing to drive investments focused on developing our largest, most strategic customers across Public Sector. We partner with 82% of the Fortune 500 and work with teams at US Space Force, US Department of Defense, NASA and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions. Our team drives retention and accelerates expansion, contributing to the transformation of our largest Public Sector customers. This role will cover our most strategic FSI, DoD and IC customers. You will enhance revenue growth by ensuring high customer retention, proactively engaging on expansion opportunities, and leading upsell, upgrade, and cross-sell efforts. Collaboration with our Global Sales Team, including strategic account planning and cross-functional partnerships, is essential for driving total book of business growth. We are proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. • Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a top-down, solution-oriented approach • Drive best-in-class retention across your customer base. • Develop Senior and Executive relationships via video and in-person. • Manage high-value renewals and expansions across our product portfolio. • Identify growth opportunities through effective discovery and qualification • Increase customer product awareness, oversee growth opportunity management, and deliver end-to-end sales cycles for cross-sell and up-sell. • Collaborate with Sales on account planning and driving BoB growth through market and whitespace analysis • Maintain understanding of product updates and articulate improvements to customers and partners. • Ensure accurate forecasting, opportunity hygiene and project documentation. • 5+ years in account management, inside sales, or customer success across Department of Defense / Intelligence Community / Federal System Integrator customers • Familiarity with Federal Acquisition Regulation (FAR) and defense trade controls like ITAR • Proven ability to develop effective relationships both internal and external to achieve outcomes • Experience with account planning, prioritizing customer engagements to maximize growth and retention • Track record of meeting or exceeding performance goals • Experience with a large Book of Business, driving curiosity in discovery efforts, advocating for customer interests, solving complex problems, influencing outcomes, and developing high-revenue deals • Experience working with Channel Partners to retain and grow customer accounts • Experience with complex, end-to-end sales cycles is preferred 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 . In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes. At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range. 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. This role may also be eligible for benefits, bonuses, commissions, and equity.

Requirements

Must-haves

Working at Atlassian
Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a top-down, solution-oriented approach
Drive best-in-class retention across your customer base.
Develop Senior and Executive relationships via video and in-person.
Manage high-value renewals and expansions across our product portfolio.
Identify growth opportunities through effective discovery and qualification
Increase customer product awareness, oversee growth opportunity management, and deliver end-to-end sales cycles for cross-sell and up-sell.
Collaborate with Sales on account planning and driving BoB growth through market and whitespace analysis
Maintain understanding of product updates and articulate improvements to customers and partners.
Ensure accurate forecasting, opportunity hygiene and project documentation.
5+ years in account management, inside sales, or customer success across Department of Defense / Intelligence Community / Federal System Integrator customers
Familiarity with Federal Acquisition Regulation (FAR) and defense trade controls like ITAR
Proven ability to develop effective relationships both internal and external to achieve outcomes
Experience with account planning, prioritizing customer engagements to maximize growth and retention
Track record of meeting or exceeding performance goals
Experience with a large Book of Business, driving curiosity in discovery efforts, advocating for customer interests, solving complex problems, influencing outcomes, and developing high-revenue deals
Experience working with Channel Partners to retain and grow customer accounts

Nice-to-haves

Experience with complex, end-to-end sales cycles is preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: atlassian
Effort: medium