The Ampin App
deep insights into the Atlassian community

Working at Atlassian

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.

Job Description
Are you passionate about engaging with SMB customers and have experience with software retention? Do you enjoy working in smaller teams, while also being part of a company that’s experiencing outstanding growth? Are you a curious person, always looking for a way to maximize value with all your customers? Our Renewals team’s mission is to maximize revenue retention, strategic migration, and expansion efforts; all while providing a seamless customer experience that ensures continued health and loyalty. If this sounds exciting, then read on!
We impact the retention and growth of our SMB accounts by cultivating strong partnerships and positioning the high value of Atlassian’s software within every interaction.

Your Future Team
The Account Associates Renewals team is comprised of curious, proactive, empathetic, and fun-loving individuals specializing in Atlassian’s full suite of products and services. We have shared team performance metrics and goals to encourage collaboration and partnership. Above all, we believe in the Atlassian values and use them as our compass in always refining and optimizing our non-traditional sales model. Our team drives renewal strategies that engage clients and keep the churn rates low. We uncover expansion and migration opportunities by aiming to understand our customer’s goals and then share how Atlassian’s solutions can help achieve them.
Every Account Associate bridges the gap between sales and customer success by collaborating with account teams and channel partners to support strategic account planning, verifying pricing and license expiration dates, and sharing feedback on the growing needs of a customer.
You will report to Jaqueline Hinz, Renewals Manager.

What you’ll do

• Nurturing customer relationships throughout the renewal lifecycle, maximizing customer retention rates through effective inside sales techniques over the phone, video, and email while also mitigating churn risk.

• Lead renewals across different products and platforms for both direct customers as well as customer renewals that vary across any of our Solution Partners in each region we support.

• Increase customer awareness of Atlassian’s product portfolio to identify cross-sell and up-sell opportunities during the renewals cycle.

• Maintains a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners.

• Maintains a consistently healthy pipeline by logging sales and renewal activities, customer data, and customers’ status within internal systems

Working at Atlassian

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.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung,  Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market 

awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!

What You’ll Do

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.

• Developing and executing strategic sales plans to achieve company sales goals and targets.

• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

• Building and maintaining relationships with C-level and other executive relationships.

• Understanding client needs and proposing appropriate solutions to meet those needs.

• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

• Negotiating contracts and pricing agreements with clients.

• Providing accurate forecasting and account planning and sales forecasts to management.

• Staying updated on industry trends and competitors to maintain a competitive edge.

• Traveling to meet clients and attend industry events as necessary.

• Build sales strategies for designated territory or named Accounts

• Serve as the main Atlassian point of contact or escalation point for designated Accounts

• Run strategy plays to identify opportunities and build long relationships with your customers.

• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts. 

Working at Atlassian

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.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung,  Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There’s a strong earning potential for our sales team which is supported by the vast enterprise market 

awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies. If yes, then we'd love to have you on our team!

What You’ll Do

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.

• Developing and executing strategic sales plans to achieve company sales goals and targets.

• Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals.

• Building and maintaining relationships with C-level and other executive relationships.

• Understanding client needs and proposing appropriate solutions to meet those needs.

• Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.

• Negotiating contracts and pricing agreements with clients.

• Providing accurate forecasting and account planning and sales forecasts to management.

• Staying updated on industry trends and competitors to maintain a competitive edge.

• Traveling to meet clients and attend industry events as necessary.

• Build sales strategies for designated territory or named Accounts

• Serve as the main Atlassian point of contact or escalation point for designated Accounts

• Run strategy plays to identify opportunities and build long relationships with your customers.

• Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts. 

Working at Atlassian

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.

This is a remote position. To help our teams work together effectively, this role requires you to be located in Germany.

At Atlassian, we work with over 300,000 customers worldwide, including NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian.

As an Account Executive, Enterprise, you'll be responsible for building and nurturing relationships with key stakeholders and negotiating complex contracts. You'll also collaborate with internal teams, including Channel Partners, Product Specialists, Account Managers, and Solution Engineers, to ensure customer satisfaction.

Are you customer-focused, creative, and have a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies? If yes, we'd love to have you on our team!

What you'll do

• Develop and implement named Account or Territory plans geared at maximising expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success

• Develop and execute strategic sales plans to achieve company sales goals

• Identify and qualify leads, build relationships with decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and closing deals

• Develop relationships with C-level and other executive relationships

• Understand client needs and propose appropriate solutions to meet those needs

• Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction

• Negotiate contracts and pricing agreements with clients

• Provide accurate forecasting and account planning and sales forecasts to management

• Stay updated on industry trends and competitors to maintain a competitive edge

• Travel to meet clients and attend industry events

• Build sales strategies for designated territory or named Accounts

• Be the main Atlassian point of contact or escalation point for designated Accounts

• Run strategy plays to identify opportunities and build long relationships with your customers

• Work with complex sales cycles and collaborate with the Channel sales organisation to build sales strategies for designated territories and named accounts

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 & 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 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. This teammate will need to speak German and be familiar with customer needs in the DACH market. 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. You are confident with driving sales engagements end-to-end and are an expert at running cross-sell discovery.

More about you

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.

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Developing Senior and Executive relationships over video conferences as well as in-person

• Manage high-value renewals & expansion across a sizable product portfolio

• Ownership of growth opportunity management and sales cycles end-to-end

• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• Increase 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

• Forecasting accountability for your owned book of business

• Proactively identifying pockets of risk in your Customer’s portfolio and triaging solutions to mitigate issues before they impact customer satisfaction

• Managing up internally to provide awareness and advocacy of customer needs

• Influencing cross-functional partners toward mutually beneficial outcomes

In your first 90 days, we'll expect you to:

• Manage time effectively and prioritize among competing opportunities

• Execute creative and unique approaches to help evolve best practices 

• Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity

• Demonstrate experience leading sales cycles end-to-end

• Leverage subject matter expertise to build credibility with stakeholders/champions

• Have a team player mindset; driving collaboration and engagement scope with global stakeholders

• Have a customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Effectively communicate and show active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

• Have a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

• Be a change agent with the ability to continuously learn and implement feedback

• Show a tendency to operate daily with a sense of urgency, and an affinity for creative problem-solving

• Understand each of your customers' journeys with Atlassian thus far with identified product use cases

Job Description
Are you passionate about engaging with Mid-market customers and have experience with software retention? Do you enjoy working in smaller teams, while also being part of a company that’s experiencing outstanding growth? Are you a curious person, always looking for a way to maximize value with all your customers? Our Renewals team’s mission is to maximize revenue retention, strategic migration, and expansion efforts; all while providing a seamless customer experience that ensures continued health and loyalty. If this sounds exciting, then read on!
We impact the retention and growth of our Mid-market accounts by cultivating strong partnerships and positioning the high value of Atlassian’s software within every interaction.

Your Future Team
The Renewals team is comprised of curious, proactive, empathetic, and fun-loving individuals specializing in Atlassian’s full suite of products and services. We have shared team performance metrics and goals to encourage collaboration and partnership. Above all, we believe in the Atlassian values and use them as our compass in always refining and optimizing our non-traditional sales model. Our team drives renewal strategies that engage clients and keep the churn rates low. We uncover expansion and migration opportunities by aiming to understand our customer’s goals and then share how Atlassian’s solutions can help achieve them.
Every Customer Retention Manager bridges the gap between sales and customer success by collaborating with account teams and channel partners to support strategic account planning, verifying pricing and license expiration dates, and sharing feedback on the growing needs of a customer.
You will report to Laura Riekenberg, Renewals Manager.

What you’ll do

• Nurturing customer relationships throughout the renewal lifecycle, maximizing customer retention rates through effective inside sales techniques over the phone, video, and email while also mitigating churn risk.

• Lead renewals across different products and platforms for both direct customers as well as customer renewals that vary across any of our Solution Partners in each region we support

• Increase customer awareness of Atlassian’s product portfolio to identify cross-sell and up-sell opportunities during the renewals cycle

• Maintains a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Maintains a consistently healthy pipeline by logging sales and renewal activities, customer data, and customers’ status within internal systems

Working at Atlassian

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.

Responsibilities

Your future team

We're hiring a 1st line Sales manager reporting to our Regional Mid-Market Sales leader for our Growth Markets. The role will oversee a sales team dedicated to acquiring and managing mid-market customers in Benelux managing a team of 6-8 Mid-Market sellers

Your role will involve the development and management of a sales organization in Benelux with a focus on developing and implementing sales strategies customized for Mid Market-level customers across the Benelux, fostering long-term relationships with key accounts, and achieving revenue targets. As a sales manager you are in charge of building a group of world class sellers, recruiting and developing talents, identifying and bridging capabilities gaps across the group while contributing to developing future sales leaders

Your future team

We're hiring a 1st line Sales manager reporting to our Mid-Market Sales leader for DACH. The role will oversee a sales team dedicated to acquiring and managing mid-market customers across a set of markets in EMEA managing a team of 6-8 Mid-Market sellers

Your role will involve the development and management of a sales organization across DACH Markets with a focus on developing and implementing sales strategies customized for Mid Market-level customers across various geographies, fostering long-term relationships with key accounts, and achieving revenue targets. As a sales manager you are in charge of building a group of world class sellers, recruiting and developing talents, identifying and bridging capabilities gaps across the group while contributing to developing future sales leaders

What you'll do

•Lead and manage a team of Mid-Market sellers, developing customized sales strategies and plan for the DACH Markets

•Develop and implement strategic sales plans and programs to reach and expand market share in the Mid-Market segment.

•Provide mentorship, coach, and guidance your team helping them develop their skills and achieving their team targets.

•Set performance goals and metrics for the sales team and monitoring their progress towards meeting these goals.

•Recruit, hire, and onboarding new Account Executives .

•Collaborate with internal teams at regional and corporate level : Channel Partners, Product Specialists, Account Managers, and Solution Engineers to improve sales processes and enhance overall customer satisfaction

•Analyze sales data and market trends to identify opportunities for growth and improvement.

•Conduct regular performance evaluations and providing feedback to the sales team to drive continuous improvement.

•Stay informed about industry trends, competitor activities, and market dynamics within the enterprise segment.