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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.

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.

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.

For this role, you will be based remotely in the UK or in Poland.

Atlassian unleashes the potential of every team. Our agile & DevOps, IT service management and work management software helps teams organize, discuss, and complete shared work. The majority of the Fortune 500 and over 300,000 companies of all sizes worldwide - including NASA, Audi, Kiva, Deutsche Bank and Dropbox - rely on our solutions to help their teams work better together and deliver quality results on time. Our products include Jira Software, Confluence and Jira Service Management.

Our Mid-Market sales team is responsible for managing a portfolio of mid-sized customers. This includes identifying cloud first sales opportunities and cross-sell and user expansion opportunities, nurturing customer relationships, and achieving revenue targets. Simultaneously, we expect you to serve as a strong advocate for our customers by providing valuable feedback to our product and engineering teams, contributing to the enhancement of our customer experience. All of these responsibilities will be carried out in close collaboration with our Channel Partners, Product Specialists, Account Managers, and Solution Engineers. We share a commitment, as a TEAM, in guiding and aiding our customer's deployment and utilization of Atlassian at scale. However, above all we believe in the Atlassian values and use them as our compass as we continue to evolve our revolutionary sales model.

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 high bar of customer success

• Developing and executing sales strategies to drive revenue growth within the mid-market segment.

• Prospecting and qualifying leads within the defined mid-market customer segment.

• Building and maintaining strong relationships with mid-market clients, understanding their business needs, and proposing suitable solutions.

• Conducting product demonstrations and presentations to showcase the value proposition to potential clients.

• Presenting contracts, pricing, and terms with mid-market clients.

• Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction.

• Providing regular sales forecasts, reports, and updates to management.

• Staying updated on industry trends, market dynamics, and competitor activities within the mid-market segment.

• Traveling occasionally to meet clients, attend industry events, conferences, and intentional togetherness gatherings as required

#LI-Remote

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

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.

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. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 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.

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

Responsibilities Include:

• 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

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

We're looking for a talented, passionate individual to help grow our Business Value Advisory practice. This person will lead a scaling team, developing insights into large enterprises and shaping customer change agendas. The role involves coaching, cross-functional partnering, influencing transformational programs, and steering projects. The team will work with our sales organization and channel partners to accelerate customer decisions, improve win rates, and increase deal size through tailored financial models and compelling C-level value articulation.

We can hire from anywhere in The United Kingdom.

Your role in leading the team will focus on coaching effectively to grow the team’s impact, partnering cross-functionally for successful execution, influencing and contributing to transformational programs, scoping and steering projects for your team to lead that contribute to maturing the BVA practice and other transformational programs.

You will utilise your extensive knowledge and experience in building/managing teams and consultative value discovery, industry research, and financial modelling to amplify the team’s impact as the organization evolves to be a trusted partner to our largest customers.

In this role, you’ll get to:

• BUILD

  • Hire, onboard and coach a team of BVA’s.

  • Be an important part of scaling the practice, which is designed to mature our engagement with our largest, most strategic customers by overlaying our field teams with business value subject matter expertise.

  • Help evolve our practice through iteration of existing financial models which drives scalable use, and through contributing to the development of the art of value consulting in Atlassian.

  • Scale our high touch practices via approachable methods in the field by all the sales actors leveraging a common value platform (COTS, not home grown)

• LEAD

  • Provide thought leadership and expertise on business value at conferences and events

  • Identify, lead, and contribute to the creation and enablement of new resources and assets to support the field (best practices, value-selling support, financial models etc. )

  • Collaborate with sales enablement to establish and provide enablement training on how direct sales and channel partners can best leverage value-based content and collateral for success in their sales pursuits

You will report to the Head of Business Value & AI Sales at Atlassian and into the Global Solution function, collaborating with teams around the world. Travel up to 15-20% may be required for this role.

Expect to travel ~4-6x per year to internal events like sales kickoffs and team events, of which ~1-2x per year could require international travel to other major geographies (ie. APAC or AMER). Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.

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.

We are looking for customer champion who drives agreement and improvement across product and operations teams. You are focused on improving broader customer experience and having a visible global impact on process, product and team.

As part of our Enterprise Support team, your main focus will be providing advanced support and product expertise to our largest customers by performing root cause analysis, debugging and troubleshooting across one-to-many Atlassian products. You will participate in customer-facing calls communicating progress updates, action plans, and resolution details.

You will be part of a team of specialists improving our support capabilities, capacity, and quality for our largest customers and will work with other team members in Atlassian offices globally.

You will report to the Manager of the Enterprise support team.

Working at Atlassian

This is a remote position. To help our teams work together effectively, this role requires you to be located in the United Kingdom or Poland.

We are looking for a Manager who can build, develop, and empower a team of JSM scaled sales executive. On the one hand, you should be passionate about building (and breaking) new systems so these are truly ready for scale. On the other hand, you should believe that the only constant is 'change' and although JSM Scaled Sales team has a clear swimlane, things (will) change as we are building an agile growth engine.

The JSM Scaled Sales team is focused on helping customers be successful in their Atlassian Cloud Journey. We engage with SMB customers and are focused on Atlassian's Jira Service Management product. As a Manager, your goal is to provide your experience of sales strategies for your team. Lastly, you'd effectively and creatively coordinate the day-to-day, including team stand-ups, meetings, target setting, coaching, and performance management.

The candidate will report to the Global Senior Manager.

• Use your strong background in managing B2B customer service and sales teams to manage the growth team handling Cloud Premium edition upgrades within our existing user base

• Display infectious energy for the customer experience, as well as empathy and a positive attitude for customer concern and growth

• Expertly voice your opinion to make things better and while coaching your team to make improve their skills in managing a high volume of leads and opportunities of various sources and sizes through different channels (chat, phone, zoom & email)

• Work collaboratively with a geographically dispersed team

Working at Atlassian

This is a remote position. To help our teams work together effectively, this role requires you to be located in the United Kingdom or Poland.

We are looking for a Manager who can build, develop, and empower a team of JSM scaled sales executive. On the one hand, you should be passionate about building (and breaking) new systems so these are truly ready for scale. On the other hand, you should believe that the only constant is 'change' and although JSM Scaled Sales team has a clear swimlane, things (will) change as we are building an agile growth engine.

The JSM Scaled Sales team is focused on helping customers be successful in their Atlassian Cloud Journey. We engage with SMB customers and are focused on Atlassian's Jira Service Management product. As a Manager, your goal is to provide your experience of sales strategies for your team. Lastly, you'd effectively and creatively coordinate the day-to-day, including team stand-ups, meetings, target setting, coaching, and performance management.

The candidate will report to the Global Senior Manager.

• Use your strong background in managing B2B customer service and sales teams to manage the growth team handling Cloud Premium edition upgrades within our existing user base

• Display infectious energy for the customer experience, as well as empathy and a positive attitude for customer concern and growth

• Expertly voice your opinion to make things better and while coaching your team to make improve their skills in managing a high volume of leads and opportunities of various sources and sizes through different channels (chat, phone, zoom & email)

• Work collaboratively with a geographically dispersed team

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.

We're able to hire eligible candidates for this role who are currently remotely based from Poland, the Netherlands, the United Kingdom, France, or Germany only.

As a mid-market second line sales leader you will oversee a team dedicated to acquiring and managing mid-market customers across a set of markets in EMEA. You will report directly to the EMEA Mid-Market Sales Director.

The role involves the development and management of a large sales organization across Germany, Switzerland and Austria 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 second line manager (managing managers) you are in charge of building a group of world class sellers and sales managers, recruiting and developing talents, identifying and bridging capabilities gaps across the group while contributing to developing future sales leaders with your front line managers.

• Leading and managing a team of Mid-Market sales managers and their teams, developing customized sales strategies and plan for Germany, Switzerland and Austria with the objective to achieve sales targets and revenue goals within the Mid-Market segment.

• Developing and implementing strategic sales plans and initiatives to penetrate and expand market share in the Mid-Market segment.

• Providing mentorship and guidance to the sales managers to help them develop their skills and achieve their team targets.

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

• Recruiting, hiring, and onboarding new managers while also building with your direct managers  their respective sales team as needed to support business growth objectives.

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

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

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

• Providing regular updates and reports on sales performance to Corp Leadership Team

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

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 the UK.

Your future team

Our Enterprise Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

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 the UK.

Your future team

Our Enterprise Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

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 the The Netherlands, Poland or The UK.

Your future team

Our Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

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 the The Netherlands, Poland or The UK.

Your future team

Our Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

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 the The Netherlands, Poland or The UK.

Your future team

Our Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

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 the The Netherlands, Poland or The UK.

Your future team

Our Sales Development Representatives partner with our Account Executives to build and sales pipeline for our Enterprise customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations and Marketing teams. You will report to an Enterprise Development Sales Manager.

What you'll do

• Be accountable for outbound prospecting, quota carrying role, meeting conversion into pipeline

• Qualify business leads on all customers through proactive outreach and research

• Conduct cold calls, emails and others outreach strategies to engage with decision makers

• Collaborate with sales, marketing, partner and operations teams to develop lead generation strategies

• Navigate objections through value-driven messaging

• Articulate the value proposition of our products to our customers.

• Experience establishing communication and engagement with prospects

• Great at writing relevant emails that are personalized to delight our customers

• Build your pipeline in partnership with Enterprise Advocates and Enterprise Marketing teams

• Work with Salesforce, Gong, Outreach and LinkedIn Navigator

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.

Our Enterprise Sales Development Representatives partner with our Enterprise Account Executives to build a sales pipeline for our most complex customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations & Marketing. You will report to an Enterprise Development Sales Manager.

What you'll do

• Accountable for meeting setting, outbound prospecting, conversion, quota, feedback, and customer obsession for our largest customers

• Collaborate with our enterprise-level sales, marketing, partner and operations teams

• You are customer focused, organized and Successful at navigating objections through value-driven messaging

• Great at prospecting using value-driven messaging personalized to delight our customers using email, social, video and calling

• Build the pipeline in partnership with Enterprise Account Executives and Enterprise Marketing teams

• Develop in-depth understanding of customer's organization, business goals and challenges to better understand their needs; enhances service by seeking ways to add value to customer interactions/services.

• You love using sales technology and work inside SFDC, Gong, Outreach and LinkedIn Navigator

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.

Our Enterprise Sales Development Representatives partner with our Enterprise Account Executives to build a sales pipeline for our most complex customer base while ensuring a delightful customer experience. All of this is done in tight coordination with our Sales Operations & Marketing. You will report to an Enterprise Development Sales Manager.

What you'll do

• Accountable for meeting setting, outbound prospecting, conversion, quota, feedback, and customer obsession for our largest customers

• Collaborate with our enterprise-level sales, marketing, partner and operations teams

• You are customer focused, organized and Successful at navigating objections through value-driven messaging

• Great at prospecting using value-driven messaging personalized to delight our customers using email, social, video and calling

• Build the pipeline in partnership with Enterprise Account Executives and Enterprise Marketing teams

• Develop in-depth understanding of customer's organization, business goals and challenges to better understand their needs; enhances service by seeking ways to add value to customer interactions/services.

• You love using sales technology and work inside SFDC, Gong, Outreach and LinkedIn Navigator

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 as part of being a distributed-first company.

This job is available remotely in the UK and Poland.

Your future team

Our Sales Development Representatives partner with our Account Executives to build a sales pipeline and ensure a delightful customer experience. This is done in tight coordination with our Sales Operations.

In this role, you will:

• Be accountable for outbound prospecting, quota-carrying role, and meeting conversion into pipeline;

• Qualify business leads on all customers through proactive outreach and research;

• Conduct cold calls, emails, and other outreach strategies to engage with decision-makers;

• Collaborate with sales, marketing, partner, and operations teams to develop lead-generation strategies;

• Navigate objections through value-driven messaging;

• Articulate the value proposition of our products to our customers;

• Experience establishing communication and engagement with prospects;

• Great at writing relevant emails that are relevant to each customer;

• Build your pipeline in partnership with Account Executives and Marketing.

Working at Atlassian

Atlassians have flexibility in 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, as part of being a distributed-first company.

Scaled Sales Associates are focused on helping customers be successful in their Atlassian cloud Journey. Our main goal is to show SMB customers how Jira Service Management (JSM) can make them successful in their goals. Since we work at scale, we want the Scaled Sales Associate to be a champion for their customers, providing feedback to our product & engineering teams and helping us optimize our customer experience. All of this is done in tight coordination with our Product specialists and Marketing organization.

Scaled Sales Associates are customer-focused and creative. You can think at scale and organize resources to meet the needs of our SMB customers. You need to understand the customer buyer journey & be able to help us identify ways to optimize the Atlassian Sales Model.

You will report to the Sales Manager of your geo. This is a remote job.

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.

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 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 7 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.

Responsibilities Include:

• 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

Atlassian is looking for a mid-senior level Benefits Analyst with a proven track record in designing and managing benefit programs within the EMEA region (specifically the UK, Netherlands, France, Germany, Poland, and Turkey). This role is pivotal in designing and delivering local benefit programs that align with our global benefits strategy, ensuring we offer sustainable and impactful benefits that not only support our business objectives but also amplify our employee value proposition.

The role will be located in the UK (fully remote) and will be responsible for managing multi-country benefit programs within the EMEA region, as well as identifying new opportunities to meet the needs of our diverse and rapidly growing business.

Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Your Impact - Benefit Management

In this role, you'll be responsible for:

• Strategic Benefit Management and Design - responsible for managing and designing country benefits programs and policies (including leaves of absences), and pension plans that align to Atlassian’s Global Benefits Strategy.

• Benefit Renewals - lead annual benefits reviews and renewals in partnership with local brokers, which includes analysing market trends, conducting market analysis to maintain locally relevant and competitive benefits, manage costs, and ensure sustainability.

• New Program Implementation - project manage the implementation of new benefit programs and operations processes, orchestrating alignment across internal stakeholders, including vendor selection and vendor onboarding, and developing and documenting benefits processes and program policies.

• Program Governance - establish and set performance expectations with external partners by identifying and monitoring performance issues and drive to resolution.

• Compliance - knowledge of compliance of benefits and pension programs across multiple countries, ensuring alignment with both local regulations, best practices and company policies with support of our global benefits consultant.

• Global Expansion - lead the benefits work stream for global expansions into new countries by investigating local market trends, gathering and analysing market data, and drafting recommendations for the set up of new benefit programs and LOA policies.

• M&A - assist with benefits due diligence review, drafting harmonisation proposals and integrations of benefits for countries within the EMEA region.

• Business Consulting - SME and trusted advisor to internal partners to assist in solving complex business problems.

• Communication - drive communication campaigns to foster comprehensive understanding of benefit programs among the People Team, business leaders, managers, and employees.

• Query management - act as escalation point for complex EMEA employee benefit queries.

We're hiring a Senior Principal Engineer to join Atlassian Team Enterprise, reporting into our Head of Engineering, Enterprise Data Center Products. This team thrives on exceeding the expectations of our largest, most complex and most demanding organisations in the world. Our mission is to ship software to meet the needs of these enterprise-scale customers so that they remain our greatest advocates.

This position directly influences over 300 engineers across the entire business unit, solving the most complex and impactful problems within the entire team, providing technical direction, prioritization, design, architecture, and hands-on coding.

In this role, you will be working on projects including and not limited to: enterprise-grade security, compliance, cell-based architecture, scale and performance, tenant management, tech stack updates and telemetry.

A great day for you is one where you practically demonstrate to our engineers how to solve a particularly complex problem with an elegant solution. You will engage them with your research and experience of tools, stacks, libraries, design patterns and code. Your best days are the ones when you inspire other engineers to follow your lead in finding the best solutions, and when they are motivated to improve what we ship and how we ship it.

In this role, you will:

• Inspire engineers to ship their best code and motivate those around you to want to continuously improve. We are never done.

• Define and articulate a compelling vision and roadmap for multiple missions across Team Enterprise Data Center

• Partner across engineering teams to take on group-wide projects

• Collaborate across partners and organizations

• Influence and inspire technical teams by setting an example of engineering excellence in design, architecture, code, and development practices

• Design and code systems that are testable, maintainable, reliable, secure, and scalable

• Mentor and coach engineers and engineering managers

• Be a trusted advisor to heads of engineering within Team Enterprise and across the company

• Uncover future needs and challenges while also digging into our current and most important engineering challenges

• Stay up to date with new technologies and assess their impact on Atlassian trajectory

• Champion Team Enterprise inside Atlassian and champion Atlassian externally and across the industry.

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.

Our Enterprise Solutions Engineering team is dedicated to managing accounts for our large (fortune 500) enterprise customers at Atlassian. This involves understanding their business needs and developing customized solutions to meet those requirements.

Were looking for a Enterprise Pre-Sales Solutions Engineer that’s passionate about being a solutions expert in the sales cycle, solving our customer’s hardest business problems with our products and solutions, and helping close our enterprise deals.

• Partner with Account Executive to participate in customer discovery to understand the customer's current state, what business problems they want to solve, and map back to the Atlassian products, platforms and solutions that will get them where they want to be

• Probe for and identify additional opportunities for cross-product/solution expansion

• Investigate, discover, and assess client pain points

• Be a product expert of Atlassian software in the pre-sales process, articulating and showing the customer the value of the software and how it can change their way of working

• have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams

• Lead compelling value-based demonstrations, both standard and customized

• Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Atlassian being the right decision

• Proactively forge strong partnerships with assigned sales counterparts, regularly discussing current and upcoming opportunities and needs, bi-directional feedback on recent engagements, and ways to improve the selling cycle together

• Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management

• Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress

• Collaborating with internal teams, Account Executives, Channel Partners, Product Specialists and Account Managers to streamline sales processes and enhance overall customer satisfaction.

• Mentoring and providing guidance to members of the SE team, if applicable.

Atlassian is changing how we collaborate at work and helping teams worldwide, such as KLM/AirFrance, Mercedes, and NatWest, advance through the power of collaboration. We have over 200,000 customers worldwide, a Senior Solution Sales Executive helps the largest of those accounts scale their investments in Atlassian's Work Management suite.

Our Senior Solution Sales Executive - Work Management team builds and implements a consultative sales strategy. They sell select products and services that are best fit for non-technical users to our largest customers. At the same time, we want the Senior Solution Sales Executives to be an advocate for our customers, providing feedback to our product and engineering teams and helping us improve customer experience. They lead a territory sales strategy, working arm-in-arm with our own Account Executives, Solution Engineering, Channel Partners, Product and Marketing organization.

Our team competes with the likes of Asana, Monday.com, ClickUp, and Smartsheets.

We can hire from anywhere in Germany, Poland, The United Kingdom and The Netherlands for this role.

What will you do?

• Drive adoption of Atlassian's Work Management platform by implementing a sales plan for your assigned territory

• Plan and communicate on funnel/account/territory status, resource requirements, challenges, and successes

• Champion teamwork with other parts of the Atlassian's GTM organization on ensuring customers are educated on the benefits of our Work Management solutions

• Engage with existing customers and uncover opportunities with BDRs, SEs, Channel Sales, Partners, and Account Managers

• Leverage leading technology, including SFDC

• "Be the change you seek" and demonstrate unselfish leadership while helping Atlassian to improve our ability to better serve our marketplace

Atlassian is changing how we collaborate at work and helping teams worldwide, such as KLM/AirFrance, Mercedes, and NatWest, advance through the power of collaboration. We have over 200,000 customers worldwide, a Senior Solution Sales Executive helps the largest of those accounts scale their investments in Atlassian's Work Management suite.

Our Work Management Enterprise Sales Executive team builds and implements a consultative sales strategy. They sell select products and services that are best fit for non-technical users to our largest customers. At the same time, we want the Strategic Account Executive to be an advocate for our customers, providing feedback to our product and engineering teams and helping us improve customer experience. They lead a territory sales strategy, working arm-in-arm with our own Account Executives, Solution Engineering, Channel Partners, Product and Marketing organization.

Our team competes with the likes of Asana, Monday.com, ClickUp, and Smartsheets.

We can hire from anywhere in The United Kingdom for this role.

What will you do?

• Drive adoption of Atlassian's Work Management platform by implementing a sales plan for your assigned territory

• Plan and communicate on funnel/account/territory status, resource requirements, challenges, and successes

• Champion teamwork with other parts of the Atlassian's GTM organization on ensuring customers are educated on the benefits of our Work Management solutions

• Engage with existing customers and uncover opportunities with BDRs, SEs, Channel Sales, Partners, and Account Managers

• Leverage leading technology, including SFDC

• "Be the change you seek" and demonstrate unselfish leadership while helping Atlassian to improve our ability to better serve our marketplace