Strategic Account Executive

At Atlassian, Atlassians can choose where they work – in an office, from home, or a combination of the two. Interviews and onboarding are conducted virtually as part of being a distributed-first company.

At Atlassian, we work with over 300,000 customers worldwide, including NASA, IBM, Hubspot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. We believe in our value of play as a team and support each other to achieve mutual growth. The role focuses on steering the utilization of various products and services for a significant and strategic customer base, including overseeing high-value accounts, understanding their long-term business goals, and formulating customized strategies. Responsibilities include nurturing relationships with key decision-makers, identifying upsell/cross-sell opportunities, and collaborating with internal teams (Channel Partners, Product Specialists, Account Managers, Solution Engineers) to deliver solutions aligned with customer objectives. It also includes building and maintaining relationships with C-level and other executives, conducting market research, leading complex negotiations, providing regular updates/forecasts, traveling as necessary, and mentoring junior team members where applicable.

We aim to lead in responsibly integrating artificial intelligence into our cloud products, migrate customers to the cloud with transparent cost communication, move faster with collaborations, and accelerate customer outcomes through a powerful sales strategy.

• Develop and implement named Account or Territory plans to maximize expansion opportunities across a wide portfolio and ensure customer success
• Serve as the main Atlassian point of contact or escalation point for designated strategic accounts
• Develop and implement strategic sales plans to acquire and retain high-value accounts
• Identify key decision-makers within target accounts and build strong relationships with them
• Build and maintain relationships with C-level and other executives
• Understand business objectives and challenges of potential customers and position solutions to address their needs
• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes
• Lead complex negotiations and contract discussions
• Conduct market research and stay informed about industry trends to identify opportunities
• Provide regular updates and forecasts on sales performance to senior management
• Develop and maintain a deep understanding of Atlassian products and services
• Travel as necessary to meet with clients and attend industry events
• Mentor and provide guidance to junior sales team members, if applicable

• 10+ years of quota-carrying Enterprise Software Sales experience
• Experience driving transformation deals in large global accounts with multi-million dollar spend thresholds
• Experience engaging and building C-level and other executive relationships
• Experience navigating complex procurement processes with multiple stakeholders
• Proficient in leading and guiding a highly matrixed support team across geographies
• Experience managing key customer relationships and closing strategic opportunities
• Extensive experience using a CRM to achieve key performance metrics
• Building and leading territory and strategic account plans
• Experience driving customer outcomes and coordinating accounts
• Consultative, solution-oriented approach to discovering opportunities
• Proven track record of meeting or exceeding targets

Atlassian offers a variety of perks and benefits to support you and your family, including health coverage, volunteer days, wellness resources, and more. Visit go.atlassian.com/perksandbenefits to learn more.

At Atlassian, our goal is to unleash the potential of every team. Our software helps teams around the world work together effectively. We never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability. All information will be kept confidential according to EEO guidelines. We can support accommodations or adjustments at any stage of the recruitment process on request. To learn more about our culture and hiring process, visit go.atlassian.com/crh.