Account Manager, Enterprise

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Drive best-in-class retention across your customer base

• Developing 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 our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• 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 articulates those improvements to customers and our solution partners

• Forecasting accountability for your owned book of business

The team is comprised 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. You possess the sales acumen to drive retention and expansion across an enterprise book of business, while remaining highly organized and detail oriented to ensure successful deal completion. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model. In the first 90 days, we’ll expect you to have:

• Manages time effectively and prioritize among competing opportunities

• Executes creative and unique approaches to help evolve best practices

• Demonstrated excellence in discovery, with proven ability to engage with curiosity to identify opportunity

• Demonstrated experience leading sales cycles end-to-end

• Leverage subject matter expertise to build credibility with stakeholders/champions

• A team player mindset; driving collaboration and engagement scope with global stakeholders

• A customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Effective communication and active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

• A strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

• A change agent with the ability to continuously learn and implement feedback

• A tendency to operate daily with a sense of urgency, an affinity for creative problem-solving

• A highly organized, detail-oriented account manager capable of maintaining timely and accurate forecasting notes and documentation.

It's great, but not required, if you have:

• Experience selling Enterprise SaaS products across a global account footprint

• Experience working with Channel Partners & GSIs to retain and grow customer accounts

• Experience using Salesforce, Clari and Tableau

• Experience analyzing data to support identifying opportunity and projecting growth trajectories

Minimum Required Experience:

• Five or more 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

• Proven track record of meeting or exceeding performance goals

• Experience managing high-revenue customer engagements with Enterprise-level customers

• Experience managing complex, end-to-end sales cycles is preferred

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 $134,100 - $175,075
Zone B $120,600 - $157,450
Zone C $111,600 - 145,700

This role is 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.

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.