Overview Working at AtlassianAtlassians 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, 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.We're leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes and are tasked with constructing and executing a powerful sales strategy. The role involves steering the utilization of various products and services for our most significant and strategically important customer base. This includes overseeing a specific set of high-value customers, comprehending their long-term business goals, and formulating customized strategies to foster mutual growth and success. The responsibilities also encompass nurturing strong relationships with key decision-makers, identifying opportunities for upselling or cross-selling, as well as closely collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver solutions that align with customer objectives. Responsibilities 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 successBe the main Atlassian point of contact or escalation point for designated strategic AccountsDeveloping and implementing strategic sales plans to acquire and retain high-value accounts.Identifying key decision-makers within target accounts and building strong relationships with them.Building and maintaining relationships with C-level and other executive relationships.Understanding the business objectives and challenges of potential customers and positioning solutions to address their needs.Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfactionLeading complex negotiations and contract discussions with customers.Conducting market research and staying informed about industry trends to identify new opportunities and maintain a competitive edge.Providing regular updates and forecasts on sales performance to senior management.Developing and maintaining a deep understanding of the company's products and services to effectively communicate their value proposition to customers.Traveling as necessary to meet with clients, attend industry events, and participate in conferences.Mentoring and providing guidance to junior members of the sales team, if applicable Qualifications 15+ years of quota-carrying Enterprise Software Sales ExperienceExperience with SEAExperience driving transformation deals in large global accounts with multi-million dollar spend thresholdsExperience engaging and building C-level and other executive relationshipsExperience navigating complex procurement processes with multiple stakeholders and complex purchasing needsProficient in leading and guiding a highly matrixed support team across geographies, getting cross functional teams aligned and marching toward the same goalsExperience managing key customer relationships and closing strategic sales opportunitiesExtensive experience utilizing a CRM to achieve and correlate key performance metricsBuilding and leading territory & strategic account plansProactively engages customers with a consultative, solution-oriented approach in discovering new opportunitiesProven track record of meeting or exceeding performance targetsExcited to engage and influence your team, driving strength, passion, and excitement to your colleagues
Overview Working at AtlassianAtlassians 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 What you'll do In this role, you'll be part of the Customer Success Architect (CSA) team within the Sales and Success department, focusing on the adoption of Atlassian's AI platform, Rovo. As a Senior CSA (AI), you'll lead time-boxed, co-built technical engagements that take customers from "Rovo is turned on" to real, measurable business value in production, and own the methodology that makes those engagements repeatable and scalable. You'll partner directly with enterprise teams on the most complex activations, while also building playbooks, running internal enablement, and maintaining the relationship with Rovo Product and Engineering. Your role bridges deep AI and Atlassian platform expertise with customer success leadership, focusing on measurable adoption outcomes at both the individual engagement and program level.We're hiring a Senior CSA (with an AI focus) to join our Customer Success Architect team, reporting to a regional leader. You lead through domain expertise, playbook ownership, and internal enablement, not through direct reports. Atlassian Senior CSAs are technical experts with Atlassian solutions, delivering guidance to drive value realization and adoption. They partner with Pre-Sales, Post-Sales, and Product teams to provide solutions and technical guidance to help customers achieve their desired outcomes and goals.You'll help our strongest promoters showcase their successes to their peers and serve as the tip of the spear in expanding the reach of AI and the Atlassian System of Work into new use cases and markets. As a Senior CSA (AI), you aim to help enterprise customers get the most out of their Atlassian investment. Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.This role may also be eligible for benefits, bonuses, commissions, and equity. Qualifications On your first day, we'll expect you to have: Discovery. Facilitate use case discovery workshops with customer teams to identify high-impact, high-value AI opportunities. Understand their workflows, pain points, and where Rovo agents and search can deliver measurable outcomes. Lead the most complex engagements: large enterprises with multiple stakeholder groups, cross-functional AI strategies, and high-visibility use cases.Design. Co-build custom Rovo agents and configure third-party connectors alongside customer teams. Customers are hands-on keyboard. Design solutions tailored to their workflows using the Atlassian platform (Jira, Confluence, Rovo Studio).Deploy. Guide customers from sandbox to production. Validate that agents are performing, connectors are flowing data, and teams are enabled to iterate and scale independently post-engagement.Enable. Own the engagement methodology. Build and iterate the playbooks the AI pod follows. Onboard and train new team members on Rovo capabilities, product changes, and engagement standards.Bridge Product & Field. Maintain the working relationship with Rovo Product and Engineering. Synthesize field signals into structured product feedback that influences roadmap priorities.Collaborate. Work with Account Teams and Customer Success Managers to plan customer-specific activation journeys and hand off for sustained growth.Advocate. Meet with Rovo Product, Engineering, and AI teams to surface product friction, share field patterns, and improve the adoption motion.Travel up to 15% domestically and internationally for events and customer meetings. Your background Customer Success & Experience: 7-10+ years in Customer Success, AI consulting, or technical advisory roles, managing Enterprise customers with complex SaaS portfolios. Experience technically leading or mentoring a team without formal management authority.Technical Aptitude: Demonstrated expertise with AI platforms, the Atlassian ecosystem (Jira, Confluence, Rovo), and technical product demos. Deep experience building AI agents, prompt engineering, and configuring integrations between enterprise knowledge sources and AI systems. Hands-on experience helping organizations adopt and operationalize AI tools in production environments at scale (10,000+ users). Familiarity with LLM-powered architectures and agentic workflows.Solution Area Expertise: Deep expertise in enterprise workflows across product development, IT service management, or business operations. Experience designing AI-powered solutions for incident response, backlog management, knowledge discovery, and cross-team collaboration. Strong understanding of third-party connector ecosystems (Google Drive, SharePoint, Slack, GitHub, etc.) and how to integrate organizational knowledge into AI systems.Product Mindset & Communication: Strong product mindset with a track record of building playbooks, methodologies, or enablement programs that others adopt and scale. Comfortable owning problems end-to-end from discovery to deployment. Effective communicator who can influence executive stakeholders and translate AI capabilities into business outcomes for non-technical audiences. Delivers durable solutions but can quickly prototype when needed. 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 . 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 .In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.
