Account Manager, Enterprise (Public Sector DACH)

About the Position

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.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade, and cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with the Sales team on strategic opportunities, 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 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 experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business, ideally with experience in owning sales engagements end-to-end.

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.

Responsibilities

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a top-down, solution-oriented approach
• Developing Senior and Executive relationships over video conferences as well as in-person
• Managing high-value renewals & expansion across a sizable product portfolio
• Ownership of growth opportunity management and sales cycles end-to-end
• Partnering with our Sales team on account planning and driving total book of business growth through competitive, market, and whitespace analysis
• Increasing customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities
• Maintaining a deep understanding of product updates and new offerings and articulating those improvements to customers and our solution partners
• Forecasting accountability for your owned book of business

Requirements

• Five or more years of experience in account management, inside sales, customer success, or other relevant business areas
• Experience selling Enterprise SaaS products across public sector accounts in the DACH region
• 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 performance goals
• Experience managing high-revenue customer engagements with Enterprise-level customers
• Experience managing complex, end-to-end sales cycles is preferred
• Experience managing through change and transformations
• German language proficiency and experience managing DACH Enterprise customers
• This role requires you to be based in the UK

Nice to Have

• Experience working with Channel Partners & GSIs to retain and grow customer accounts
• Experience using Salesforce, Clari, and Tableau
• Experience analyzing data to support identifying opportunity and projecting growth trajectories

We Offer

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 the Company

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.