Head of Account Management; Public Sector

Overview

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.

Responsibilities

Job Description

We are looking for an experienced Manager who can develop, champion, and motivate a team of highly-skilled Public Sector Account Managers, responsible for the health and retention of Atlassian’s largest Public Sector business. Public Sector team covers DoD / IC, SLED, Federal and Civilian across both the United States and Canada.

Our Account Management team owns both retention and expansion, ultimately contributing to the transformation of Atlassian’s largest, most complex customers. Your team will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, meeting or exceeding expansion goals, generating pipeline and supporting upsell, upgrade & cross-sell opportunities throughout the customer lifecycle.

You will partner closely with our Public Sector Sales & GTM teams to drive total book of business growth. Additionally, your team will be partnering with sales teams on strategic transformations, including white space analysis, strategic account planning & mapping, and cross-functional partnership with supporting teams like Deal Operations. We want a team player who can demonstrate both strong leadership skills and humility in an organization that prides itself on its open, honest, and supportive culture. Given the complexity of the Public Sector segment, experience across DoD / Intelligence is strongly preferred.

What you’ll do

• Maintain accountability for team performance, revenue forecasting, and balancing prioritization amidst a complex ownership footprint.

• Work cross-functionally with Public Sector Sales leadership on execution & strategy, and collaborate effectively with other key customer-facing teams (Services, Channel and Customer Success)

• Drive pipeline generation strategy across the team, identifying and cultivating new expansion opportunities to build a robust, predictable revenue pipeline

• Leverage AI tools and technologies to streamline workflows, enhance customer insights, and optimize team efficiency across the sales cycle

• Responsible for staffing, on-boarding, and up-skilling of the team

• Owns customer escalations to ensure effective risk mitigation and customer resolution

• You will learn Atlassian’s unique GTM model and play a critical part in helping us build our next generation Public Sector business model

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

Your background

• 7+ years of experience managing account management, inside sales or customer success teams focused on Public Sector customers

• Experience with territory and account planning and the ability to coach towards these skills

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

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

• Experience in hiring, onboarding, coaching and developing people

• Ability to effectively interact and communicate with various levels of management

• Experience using CRM, forecast management, and analytics tools

• Ability to prioritize work amidst multiple projects/initiatives running concurrently

• Experience working in close coordination with Partners & GSIs

• Experience in DoD / IC / FSI is required to succeed

Qualifications

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive 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: USD 225900 - USD 294925

Zone B: USD 203400 - USD 265550

Zone C: USD 188100 - USD 245575

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.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

About 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.

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