Account Manager, Strategic

Atlassian; New York (NY); On-site; USD 140,000 - 220,000; Full time

Benefits offered by this job

Benefits & Bonuses

Equity

Comprehensive health plans

Job summary

Atlassian is seeking a senior enterprise account leader to accelerate revenue across the portfolio and manage multi-million dollar cycles with top-tier executives. You will drive strategic planning, expand executive relationships, and guide customers through cloud migrations and platform adoption.

The role emphasizes long-term retention, cross-functional alignment, and rigorous forecast discipline, with compensation including benefits, bonuses, commissions, and equity.

Qualifications

• 7+ years of experience in enterprise account management, quota-carrying SaaS sales, or customer success managing large enterprise customers.
• 4+ years of experience selling and expanding Enterprise SaaS/Cloud solutions across a global account footprint.
• Proven track record of meeting or exceeding net retention, renewal, and expansion targets.
• Experience managing multi-million dollar annual contract values (ACVs) and complex negotiations.
• Experience leading end-to-end sales and expansion cycles independently.
• Familiarity with ITSM, DevOps, Work Management, or Strategic Portfolio Management.
• Experience guiding enterprise customers through Cloud transformation journeys and adoption of new platform capabilities.
• Experience working with Channel Partners and GSIs to co-deliver customer value.
• Fluency using Salesforce and Tableau to inspect pipeline and project account growth trajectories.
• Strong executive presence and the ability to establish trust with VP/C-level stakeholders globally.

Responsibilities

• Accelerate revenue growth and expansion across Atlassian's product portfolio and Solution Collections, from technical admins up to VP and C-level stakeholders.
• Lead strategic account planning, whitespace mapping, and growth strategies across your assigned book of business.
• Develop and expand Senior and Executive relationships over video and in-person.
• Manage high-value, complex renewals and commercial expansions to secure long-term customer commitment and mitigate churn risk.
• Lead growth opportunities and multi-million dollar sales cycles end-to-end.
• Drive platform consolidation, Data Center (on-prem)-to-Cloud migrations, and adoption of AI-powered capabilities (Rovo).
• Conduct proactive executive value reviews to demonstrate ongoing ROI and align Atlassian solutions to customer strategic priorities.
• Maintain forecast accuracy and pipeline discipline for your owned book of business.
• Identify portfolio risks early and execute mitigation plans before they impact customer satisfaction or retention.
• Lead and support cross-functional alignment with Solution Engineering, Advisory Services, Support, and Product teams to support customer growth.

Skills

Enterprise account management

SaaS sales

Customer success

Forecasting & pipeline

Executive stakeholder engagement

Tools

Salesforce

Tableau

Job description

What You Will Do:

• Accelerate revenue growth and expansion across Atlassian's product portfolio and Solution Collections, from technical admins up to VP and C-level stakeholders.

• Lead strategic account planning, whitespace mapping, and growth strategies across your assigned book of business.

• Develop and expand Senior and Executive relationships over video and in-person.

• Manage high-value, complex renewals and commercial expansions to secure long-term customer commitment and mitigate churn risk.

• Lead growth opportunities and multi-million dollar sales cycles end-to-end.

• Drive platform consolidation, Data Center (on-prem)-to-Cloud migrations, and adoption of AI-powered capabilities (Rovo).

• Conduct proactive executive value reviews to demonstrate ongoing ROI and align Atlassian solutions to customer strategic priorities.

• Maintain forecast accuracy and pipeline discipline for your owned book of business.

• Identify portfolio risks early and execute mitigation plans before they impact customer satisfaction or retention.

• Lead and support cross-functional alignment with Solution Engineering, Advisory Services, Support, and Product teams to support customer growth.

Your background

• 7+ years of experience in enterprise account management, quota-carrying SaaS sales, or customer success managing large enterprise customers.

• 4+ years of experience selling and expanding Enterprise SaaS/Cloud solutions across a global account footprint.

• Proven track record of consistently meeting or exceeding net retention, renewal, and expansion targets.

• Experience managing multi-million dollar annual contract values (ACVs) and complex, multi-threaded commercial negotiations.

• Experience leading complex, end-to-end sales and expansion cycles independently.

• Familiarity with enterprise workflows across IT Service Management (ITSM), DevOps, Work Management, or Strategic Portfolio Management.

• Experience guiding enterprise customers through Cloud transformation journeys and adoption of new platform capabilities.

• Experience working with Channel Partners and GSIs to co-deliver customer value.

• Fluency using Salesforce and Tableau to inspect pipeline and project account growth trajectories.

• Strong executive presence, discovery skills, and ability to establish trust with VP and C-level stakeholders globally.

Geographic Pay Ranges

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: $168,300 - $219,725

Zone B: $152,100 - $198,575

Zone C: $140,400 - $183,300

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.

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.

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

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.