Account Manager, Strategic

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

Benefits

• Atlassians can choose where they work – whether in an office, from home, or a combination of the two.
• This role may also be eligible for benefits, bonuses, commissions, and equity.
• Health and wellbeing resources
• Paid volunteer days
• Glassdoor
• 3.2
• Team collaboration and productivity software for software, IT, business teams.
• Sydney, New South Wales, AUS
• https://www.atlassian.com
• Distribution of Different Job Fields Receiving Sponsorship
• Represents job field similar to this job
• Sales
• Engineering and Development
• Management and Executive
• Product Management
• Marketing
• Customer Service and Support
• Accounting and Finance
• Human Resources
• Creatives and Design
• Legal and Compliance
• Trends of Total Sponsorships
• *2026
• (158)
• 2025
• (351)
• 2024
• (184)
• 2023
• (190)

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 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
• You are experienced in managing multiple complex sales cycles concurrently and driving autonomous growth motions
• You show excellence in discovery with the ability to engage with curiosity to identify strategic expansion and platform consolidation opportunities
• You have a Don't f• the customer mentality—advocating for customer interests, solving complex problems, influencing outcomes, and aligning with Atlassian's strategy
• You have 7+ years of relevant experience achieving revenue targets and accelerating expansion within an enterprise book of business
• 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.
• You have 7+ years of relevant experience achieving revenue targets and accelerating expansion within an enterprise book of business.

Required skills

• Enterprise Account Management, SaaS Sales, Customer Success, Enterprise SaaS and Cloud Solutions, Salesforce, Tableau, IT Service Management (ITSM), DevOps, Work Management, Strategic Portfolio Management, Cloud Transformation, Complex Commercial Negotiation

Experience

• 7+ years