Principal Customer Success Manager - Enterprise Sales

Atlassian; Amsterdam; On-site; EUR 120,000 - 180,000; Full time

Job summary

Atlassian in Amsterdam seeks a Principal Customer Success Manager for the Enterprise Segment to drive value realization across large-scale SaaS deployments. You will build trusted advisor relationships with C-suite and executives, guiding complex customers to adopt and expand Atlassian solutions.

You'll orchestrate adoption strategies, develop Customer Success Plans, conduct QBRs, and collaborate with product, sales, support and marketing to ensure outcomes and long-term renewal and growth.

Qualifications

• 8–10+ years in Customer Success or strategic account management with SaaS products.
• Experience managing enterprise-level accounts (≈20+ accounts) and guiding complex deployments.
• Proven ability to establish trusted advisor relationships with executive stakeholders.

Responsibilities

• Develop trusted advisor relationships with customers at the C-suite and executive level to ensure value realization.
• Drive adoption and expansion across Atlassian product portfolio in enterprise accounts.
• Create and execute Customer Success Plans, conduct regular check-ins and QBRs.
• Navigate complex implementations with global partners to meet enterprise needs.
• Collaborate with product, sales, support and marketing to deliver seamless customer experience.

Skills

Customer Success

Enterprise SaaS

Strategic account management

Churn mitigation

Executive relationship building

Success Plans

Cross-functional collaboration

Tools

Gainsight

Salesforce

Tableau

Jira

Confluence

Job description

Atlassian is looking for a Principal Customer Success Manager in the Enterprise Segment.

Atlassian Principal Customer Success Managers (CSMs) help customers realize the value in their Atlassian investment. They engage customers to unlock early and sustained outcomes by delivering standard methodologies at scale that support product adoption, solution expansion, and long-term growth of customer users.

As a Principal CSM, you'll build relationships and demonstrate an understanding of the Atlassian customer journey. You'll be equipped to guide complex customers over their hurdles, delivering value realization through proactive and programmatic customer engagement and best practices.

You'll use your solution expertise to cut across multiple products and solution practice areas. You'll work with a variety of customer profiles including C-Level contacts, executives, and multi-layered global teams to support the successful adoption and expansion of their Atlassian solution investment.

Your future team

With over 300,000 customers worldwide, Atlassian is helping organisations like NASA, IBM, Hubspot, Samsung and Coca-Cola unleash the power of every team through Atlassian Solutions.

With a focus on value, we help our customers understand how our products combine to create enterprise solutions that transform their business's outcomes. We're different from other organisations because we approach everything we do using our value of 'play as a team'.

In this role, you will:

• Develop a trusted advisor relationship with customers at the C-suite and executive level, helping them succeed with our platform and ensuring they receive maximum value from our solution throughout their lifecycle.
• Experience with SaaS business models and ability to support strategic and complex enterprise customer needs resulting in Value Realization across global teams.
• Guide the customer and Atlassian Account Team to develop customer Success Plans, including regular check-ins, QBRs (Quarterly Business Reviews), and strategic planning sessions.
• Experience navigating complex implementation processes with multiple partners globally to meet complex enterprise needs.
• Maintain an understanding of our products and solutions and speak with customers about the most relevant features for their specific requirements.
• Engage with your customers to unlock early and sustained product adoption and success with Atlassian Solutions.
• Develop and execute adoption strategies targeting high value accounts, driving change management, and expanding customer footprint.
• Mitigate churn through early risk identification, intervention, escalation and mitigation in partnership with your account team and in particular the Account Associate.
• Be the Voice of the Customer to provide internal feedback on how Atlassian can better serve our Strategic customers.

What you'll bring

• 8-10+ years of experience in Customer Success or account management with a track record managing strategic customers with a complex SaaS product portfolio.
• Experience with an Enterprise book of business (roughly 20 accounts) balancing strategic engagements with a portfolio approach.
• Experience establishing yourself as a trusted advisor with customer partners to guide outcomes.
• Experience using Success Plans to ensure goals are aligned from a business strategy perspective and success metrics are identified.
• Understanding of common Jira and Confluence end-user use cases and ways of working, with ability to demonstrate those use cases, and understanding of configuration trade-offs.
• Collaborate internally across product, sales, support and marketing to facilitate a seamless customer experience.
• Experience balancing a book of business in a customer-facing environment.
• Problem-solving skills and a customer-centric mindset.
• Experience with Gainsight (or similar CRM tool), Salesforce and BI tools such as Tableau.