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About the Role
Atlassian is seeking an Account Manager to deepen relationships with strategic customers, explore complex challenges, and drive value across their solutions. This role focuses on increasing revenue through high customer retention, expansion, upsell, upgrade, and cross-sell opportunities within Atlassian's product portfolio. You will partner with the Global Sales Team to drive Total Book of Business growth and collaborate on strategic initiatives like white space analysis and account planning.
Responsibilities
- 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.
- 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.
Requirements
- 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 holding and overachieving targets of $5M+.
- 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.
- Speak French fluently.
- Additional Italian / Spanish language skills are a plus.
Skills
- Account Management
- Inside Sales
- Customer Success
- Enterprise SaaS Sales
- Salesforce
- Clari
- Tableau
- French Fluency
- Italian Language Skills
- Spanish Language Skills
Location
- Any country where Atlassian has a legal entity
Work Type
- Office
- Home
- Hybrid
Experience Level
- 7+ years of relevant experience
- 4+ years of experience selling Enterprise SaaS products
Benefits
- Health and wellbeing resources
- Paid volunteer days
- Benefits, bonuses, commissions, and equity may be available
About the Company
- Atlassian is 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.
Equal Opportunity
- 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.
- We can support with accommodations or adjustments at any stage of the recruitment process.