Account Manager, Strategic Accounts

Atlassian; Greater London; On-site; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Health & wellbeing resources

Volunteer days

Equity

Job summary

At Atlassian, we are seeking an experienced account manager to drive revenue growth in our enterprise SaaS portfolio across a global footprint. You will cultivate senior relationships, manage renewals and expansions, and lead end-to-end sales cycles.

You will collaborate with cross-functional teams, leverage Salesforce, Clari and Tableau for forecasting, and navigate the DACH market with German fluency. This role may include benefits, bonuses, commissions, and equity.

Qualifications

• 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.
• Speak German fluently and have experience working with the DACH market.

Responsibilities

• You will accelerate revenue growth by using existing customer footprints to maximize expansion through a top-down, solution-oriented approach
• Develop Senior and Executive relationships over video conferences and in-person
• Manage high-value renewals & expansion across a sizable solution & 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 solution portfolio to discover cross-sell and upsell opportunities
• Maintain an understanding of solution & 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

Skills

Account management

Inside sales

Customer success

Enterprise SaaS

Global accounts

Cross-cultural communication

Forecasting

Channel Partners

DACH market

Salesforce

Clari

Tableau

Data analysis

German language

Tools

Salesforce

Clari

Tableau

Job description

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 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 top-down, solution-oriented approach
• Develop Senior and Executive relationships over video conferences and in-person
• Manage high-value renewals & expansion across a sizable solution & 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 solution portfolio to discover cross-sell and upsell opportunities
• Maintain an understanding of solution & 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

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.

This role may also be eligible for benefits, bonuses, commissions, and equity.

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.

This role may also be eligible for benefits, bonuses, commissions, and equity.

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
• Speak German fluently and have experience working with the DACH market

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.