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
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 team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. Also, you need to be experienced in balancing multiple sales opportunities concurrently. You show excellence in discovery with the ability to engage with curiosity to identify opportunities for expansion. You have a Don't f* the customer mentality advocating for the customer's interests, solving complex problems, influencing outcomes, and aligning with Atlassian's strategy You have over 7 years of relevant experience with experience achieving revenue targets and accelerating expansion within your owned book of business.
What You Will Do:

• You will accelerate revenue growth by using existing customer footprints to maximize expansion through a tops-down, solution-oriented approach
• Develop Senior and Executive relationships over video conferences and in-person
• Manage high-value renewals & expansion across a sizable product portfolio
• Oversee growth opportunity management and sales cycles end-to-end
• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and white space analysis
• You will increase customer awareness of Atlassian's product portfolio to discover cross-sell and upsell opportunities
• Maintain an understanding of product updates and new offerings and articulate those improvements to customers and our solution partners
• Forecast accountability for your owned book of business
• Identify pockets of risk in your Customer's portfolio and assessing solutions to reduce issues before they impact customer satisfaction
• Manage up internally to provide awareness and advocacy of customer needs
• Influence cross-functional partners toward mutually beneficial outcomes

Your background

• 7+ years experience in account management, inside sales, customer success or other relevant business areas
• 4+ years of experience selling Enterprise SaaS products across a global account footprint
• Experience establishing communication and engagement with prospects, and trust over the phone and on video across several countries and cultures
• Experience meeting or exceeding performance goals
• Experience managing high-revenue customer engagements with Enterprise-level customers
• Experience managing complex, end-to-end sales cycles
• Experience working with Channel Partners & GSIs to retain and grow customer accounts
• Understanding of the typical SaaS Customer Journey and experience guiding customers through risk scenarios
• Experience using Salesforce, Clari and Tableau
• Experience analyzing data to support identifying opportunity and projecting growth trajectories#LI-Remote

Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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: $148,500 - $198,000
Zone B: $133,700 - $178,200
Zone C: $123,300 - $164,400
This role may also be eligible for benefits, bonuses, commissions, and equity.
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.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
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.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .