Senior Manager, Public Sector Account Management

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.

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.

• 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