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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
The Team
Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth 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 closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with the extended Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.
You will report into the Manager of Enterprise Account Management.
More about you
We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large enterprise accounts. In addition, you need to be able to prioritize high-value activities amongst competing priorities. You have over 5 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business, ideally with experience in owning sales engagements end-to-end. The team is composed of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.
What You Will Do:
You will accelerate revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach
Develop Senior and Executive relationships over video conferences as well as in-person
Manage high-value renewals & expansion across a sizable product portfolio
Ownership of growth opportunity management and sales cycles end-to-end
Partner with the account team on account planning and driving total book of business growth through competitive, market, and whitespace analysis
You will increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities
Maintain a deep understanding of product updates and new offerings, and articulate those improvements to customers and our solution partners
Forecasting accountability for your owned book of business
Your background:
5+ years experience in account management, inside sales, customer success, or other relevant business areas
Ability to establish rapport and build relationships and trust over the phone and on video across a wide variety of countries and cultures
Professional level Spanish or Italian language skills
Ability to speak English fluently
Proven track record of meeting or exceeding performance goals
Experience selling Enterprise SaaS products across a global account footprint
Experience managing high-revenue customer engagements with Enterprise-level customers
Experience managing complex, end-to-end sales cycles is preferred
Experience managing change and transformations
It's great, but not required, if you have:
Experience working with Channel Partners & GSIs to retain and grow customer accounts
Experience using Salesforce, Clari and Tableau
Experience in analyzing data to support identifying opportunities and projecting growth trajectories
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
Atlassian powers the collaboration that helps teams accomplish what would otherwise be impossible alone.
From space missions and motor racing to bugs in code and IT requests, no task is too large or too small with the right team, the right tools, and the right practices.
Over 300,000 global companies and 80% of the Fortune 500 rely on Atlassian’s software, like Jira, Confluence, Loom, and Trello, to help their teams work better together and deliver quality results on time.
With our 300,000+ customers and team of 10,000+ Atlassians, we are building the next generation of team collaboration and productivity software.
We believe the power of teams has the potential to change the world — one that is more open, authentic, and inclusive.
