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Manager, Enterprise Account Management

Atlassian

Atlassian

Sales & Business Development
Austin, TX, USA · Remote
Posted on Saturday, June 15, 2024

Manager, Enterprise Account Management

Sales | Remote, Americas | Remote, Remote | Full-Time

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Your future team

We are looking for an experienced Manager who can develop, champion, and motivate a team of highly-accomplished Enterprise Account Managers, responsible for the retention and expansion of our largest Enterprise customers. With over 300,000 customers worldwide, our Strategic Account Management team is assigned to the largest, most complex customers in their respective regions.

Our Account Management team owns both retention and expansion, ultimately contributing to the transformation of our largest Enterprise customers. Your team 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 with our Global Sales Team to drive Total Book of Business growth. Additionally, you will partner with the Sales team on strategic opportunities, including white space analysis, strategic account planning and mapping, and cross-functional partnership with Sales support teams.

This remote position will report into our Head of Enterprise Account Management, AMER


What you'll do

  • You will be accountable for team performance, revenue forecasting, and balancing prioritization amidst a complex ownership footprint.

  • You will work with Strategic Sales leadership on execution & strategy, and collaborate effectively with other key customer-facing teams (Services, Channel and Customer Success) .

  • You will also be responsible for staffing, onboarding, and up-skilling of the team.

  • You will be the voice for the team, escalating and remove blockers where needed so your team can do their best work and provide an ideal customer experience.

  • You will learn Atlassian’s unique GTM model and play an important part in helping us build our next-generation enterprise business model globally.

  • Own or collaborate on projects that improve our practice, process, and/or ways of work.


Your background

  • 5+ years of experience managing account management, inside sales or customer success teams focused on Enterprise customers

  • Experience with strategic sales planning and the ability to coach towards these skills

  • Execute creative and value-focused approaches to help deliver optimal customer outcomes

  • Experience forecasting revenue and performance management

  • Experience with change management and implementing better approaches to address opportunities

  • Experience in hiring, onboarding, and coaching people

  • Experience using CRM, forecast management, and analytics tools

  • Experience balancing multiple projects/initiatives running concurrently, effectively multi-tasking while working with cross-functional teams

  • Ability to demonstrate sound reasoning around why you made specific decisions and choices throughout your career

Compensation

At Atlassian, we strive to design equitable and explainable compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience.

In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $106,200 - $141,600

Zone B: $95,400 - $127,200

Zone C: $88,200 - $117,600

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

#LI-Remote

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.