Manager, Strategic Account Management

Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions. We're looking for a strong people leader to oversee a group of 5 talented Strategic Account Managers in the Americas segment, unlocking their full potential and ensuring the success of the correlated book of business.
Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will help your team drive revenue growth across Atlassian's full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Leaders to drive Total Book of Business growth. Additionally, you will be partnering with the Sales team on strategic playbook initiatives, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.
We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with overseeing a segment of large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 5 years of relevant leadership experience with a proven track record of achieving revenue targets and fostering a collaborative team culture. We value empathy, accountability, and transparency, and you do too.

• Accelerating team revenue growth by coaching to leverage existing customer footprints to maximize expansion via a tops-down, solution-oriented approach
• Developing Executive relationships over video conferences as well as in-person
• Forecast high-value renewals & expansion across a sizable product portfolio
• Partner with our Sales Leaders on account planning and driving total book of business growth through competitive, market and whitespace analysis
• Increase team & 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
• Managing up internally to provide awareness of team health, personnel management, and career mobility
• Influencing cross-functional partners toward mutually beneficial outcomes

• Seven or more years experience in account management, inside sales, customer success or other relevant business areas
• Five or more years in leadership related to the above 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 team performance goals
• Proven ability to forecast across a large book of business, with minimum deal size of $200,000.USD
• Experience managing high-revenue customer engagements with Enterprise-level customers
• Experience creating a team environment that promotes continuing education, brainshare, and humility.
• Experience overseeing a team selling Enterprise SaaS products
• 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

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: $137,700 - $183,600
Zone B: $124,200 - $165,600
Zone C: $114,300 - $152,400
This role may 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.

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit to learn more.

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