Job description

Overview 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. The Team Atlassian is continuing to lead 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. We believe in the Atlassian values and want to use them as our compass in always refining and optimizing our go-to-market model. Our Account Management team is comprised of proactive and empathic account managers that own retention and accelerates expansion of Atlassians core products and services, contributing to the transformation of our largest Enterprise customers worldwide. You will increase revenue across Atlassian's full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner with our Global Sales Team to lead Total Book of Business growth. Additionally, you will partner with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams. You will report to the Manager, Strategic Account Management. More about you We are looking for a commercial leader who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. You are experienced in managing multiple complex sales cycles concurrently and driving autonomous growth motions. You show excellence in discovery with the ability to engage with curiosity to identify strategic expansion and platform consolidation opportunities. You have a Don't f* the customer mentality—advocating for customer interests, solving complex problems, influencing outcomes, and aligning with Atlassian's strategy. You have 7+ years of relevant experience achieving revenue targets and accelerating expansion within an enterprise book of business. What You Will Do: • Accelerate revenue growth and expansion across Atlassian's product portfolio and Solution Collections, from technical admins up to VP and C-level stakeholders. • Lead strategic account planning, whitespace mapping, and growth strategies across your assigned book of business. • Develop and expand Senior and Executive relationships over video and in-person. • Manage high-value, complex renewals and commercial expansions to secure long-term customer commitment and mitigate churn risk. • Lead growth opportunities and multi-million dollar sales cycles end-to-end. • Drive platform consolidation, Data Center (on-prem)-to-Cloud migrations, and adoption of AI-powered capabilities (Rovo). • Conduct proactive executive value reviews to demonstrate ongoing ROI and align Atlassian solutions to customer strategic priorities. • Maintain forecast accuracy and pipeline discipline for your owned book of business. • Identify portfolio risks early and execute mitigation plans before they impact customer satisfaction or retention. • Lead and support cross-functional alignment with Solution Engineering, Advisory Services, Support, and Product teams to support customer growth. Your background • 7+ years of experience in enterprise account management, quota-carrying SaaS sales, or customer success managing large enterprise customers. • 4+ years of experience selling and expanding Enterprise SaaS/Cloud solutions across a global account footprint. • Proven track record of consistently meeting or exceeding net retention, renewal, and expansion targets. • Experience managing multi-million dollar annual contract values (ACVs) and complex, multi-threaded commercial negotiations. • Experience leading complex, end-to-end sales and expansion cycles independently. • Familiarity with enterprise workflows across IT Service Management (ITSM), DevOps, Work Management, or Strategic Portfolio Management. • Experience guiding enterprise customers through Cloud transformation journeys and adoption of new platform capabilities. • Experience working with Channel Partners and GSIs to co-deliver customer value. • Fluency using Salesforce and Tableau to inspect pipeline and project account growth trajectories. • Strong executive presence, discovery skills, and ability to establish trust with VP and C-level stakeholders globally. Geographic Pay Ranges 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: $168,300 - $219,725 Zone B: $152,100 - $198,575 Zone C: $140,400 - $183,300 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. 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.

Requirements

Must-haves

Working at Atlassian
You will report to the Manager, Strategic Account Management.
More about you
Accelerate revenue growth and expansion across Atlassian's product portfolio and Solution Collections, from technical admins up to VP and C-level stakeholders.
Lead strategic account planning, whitespace mapping, and growth strategies across your assigned book of business.
Develop and expand Senior and Executive relationships over video and in-person.
Manage high-value, complex renewals and commercial expansions to secure long-term customer commitment and mitigate churn risk.
Lead growth opportunities and multi-million dollar sales cycles end-to-end.
Drive platform consolidation, Data Center (on-prem)-to-Cloud migrations, and adoption of AI-powered capabilities (Rovo).
Conduct proactive executive value reviews to demonstrate ongoing ROI and align Atlassian solutions to customer strategic priorities.
Maintain forecast accuracy and pipeline discipline for your owned book of business.
Identify portfolio risks early and execute mitigation plans before they impact customer satisfaction or retention.
Lead and support cross-functional alignment with Solution Engineering, Advisory Services, Support, and Product teams to support customer growth.
7+ years of experience in enterprise account management, quota-carrying SaaS sales, or customer success managing large enterprise customers.
4+ years of experience selling and expanding Enterprise SaaS/Cloud solutions across a global account footprint.
Proven track record of consistently meeting or exceeding net retention, renewal, and expansion targets.
Experience managing multi-million dollar annual contract values (ACVs) and complex, multi-threaded commercial negotiations.
Experience leading complex, end-to-end sales and expansion cycles independently.
Familiarity with enterprise workflows across IT Service Management (ITSM), DevOps, Work Management, or Strategic Portfolio Management.
Experience guiding enterprise customers through Cloud transformation journeys and adoption of new platform capabilities.
Experience working with Channel Partners and GSIs to co-deliver customer value.
Fluency using Salesforce and Tableau to inspect pipeline and project account growth trajectories.
Strong executive presence, discovery skills, and ability to establish trust with VP and C-level stakeholders globally.
Geographic Pay Ranges

Nice-to-haves

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goai

Platform: atlassian
Effort: medium