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. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa, 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 Enterprise 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. Responsibilities • 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. • 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 and project documentation. Your background We are looking for Account Managers with a customer-first mentality. You should be adaptable, organized, and possess strong communication skills. Our Account Managers need to balance competing priorities, use strategic methods to grow customer accounts, and develop credibility with internal and external stakeholders. Minimum Required Experience • 5+ years in account management, inside sales, or customer success with Enterprise customers • Proven ability to build relationships across cultures and senior stakeholders both internal and external • Strategically global account planning, prioritizing customer engagements to maximize growth and retention • Track record of meeting performance goals. • Experience with a small Book of Business, driving curiosity in discovery efforts, advocating for customer interests, solving complex problems, influencing outcomes, and developing high-revenue deals • Experience with complex, end-to-end sales cycles is preferred. Preferred Experience • Selling Enterprise SaaS products globally. • Working with Channel Partners & GSIs. • Familiarity with Salesforce, Clari, and Tableau. • Data analysis for identifying opportunities. #LI-Remote 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.
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 and project documentation.
Minimum Required Experience
5+ years in account management, inside sales, or customer success with Enterprise customers
Proven ability to build relationships across cultures and senior stakeholders both internal and external
Strategically global account planning, prioritizing customer engagements to maximize growth and retention
Track record of meeting performance goals.
Experience with a small Book of Business, driving curiosity in discovery efforts, advocating for customer interests, solving complex problems, influencing outcomes, and developing high-revenue deals

Nice-to-haves

Experience with complex, end-to-end sales cycles is preferred.
Selling Enterprise SaaS products globally.
Working with Channel Partners & GSIs.
Familiarity with Salesforce, Clari, and Tableau.
Data analysis for identifying opportunities.

Application prep

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

Keywords to mirror

Platform: atlassian
Effort: medium