Atlassian
Senior Principal - Customer Success, Strategic Accounts
Atlassian, Washington, District of Columbia, us, 20022
Overview
Senior Principal - Customer Success, Strategic Accounts
– Atlassian Join to apply for the
Senior Principal - Customer Success, Strategic Accounts
role 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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company. Overview: Atlassian is distributed-first and supports flexible work arrangements. This role focuses on executive engagement, outcomes-focused Customer Success, and strategic account management for complex, enterprise customers.
Responsibilities
Executive Engagement & Trusted Advisor: Build and maintain trusted relationships with C-suite and senior executives, ensuring Atlassian is positioned as a strategic partner in their digital and AI transformation journeys.
Outcome-Driven Success: Accelerate product adoption and deliver verifiable business outcomes, focusing on measurable value realization and expansion across global teams.
Strategic Success Planning: Lead the development and execution of Customer Success Plans (CSPs) that align with customer business goals, including regular check-ins, QBRs, and strategic planning sessions. Leverage CSPs as a vehicle for driving adoption, retention, and expansion.
Complex Program Leadership: Guide customers and internal teams through complex implementation and transformation initiatives, often involving multiple partners and stakeholders.
AI & Emerging Tech Enablement: Advise customers on leveraging Atlassian’s AI and emerging technologies to enhance their strategies and operations.
Risk Mitigation: Proactively identify risks, escalate issues, and drive mitigation strategies in partnership with account teams.
Voice of the Customer: Serve as the customer advocate internally, providing actionable feedback to improve Atlassian’s products, services, and customer experience.
Cross-Functional Collaboration: Partner with sales, product, support, and advisory services to deliver a seamless customer experience and maximize business value.
Qualifications
10+ years in Customer Success, account management, consulting, or enterprise transformation, with a proven track record managing the largest, most complex strategic customers.
Executive presence and experience delivering solutions at the SVP/C-level for Fortune 500/global enterprise customers.
Demonstrated success in leading transformational initiatives that drive measurable customer outcomes (e.g., differentiated use cases, efficiency savings, accelerated growth and business outcomes such as platform adoption, expansion, retention).
Experience with AI and digital transformation in enterprise environments.
Strong understanding of Jira, Confluence, and Atlassian solution use cases, with the ability to advise on solution trade-offs and best practices.
Proficiency with Customer Success Planning frameworks; experience using Gainsight, Salesforce, Tableau, or similar tools.
Excellent problem-solving, communication, and stakeholder management skills.
Preferred: 5+ years with Atlassian-powered solutions, ITSM certification, experience with MEDDPICC or similar deal qualification frameworks.
Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. The baseline of our range is higher than the typical market range, with most candidates hired near the baseline. Base pay range (U.S.) for new hires in three geographic zones is:
Zone A: $201,600 - $263,200
Zone B: $180,900 - $236,175
Zone C: $167,400 - $218,550
This role may also be eligible for benefits, bonuses, commissions, and equity. Please visit go.atlassian.com/payzones for more information on locations in each zone and confirm your zone with your recruiter.
Benefits & Perks At Atlassian offers a wide range of perks and benefits designed to support you and your family, as well as to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and more. To learn more, visit go.atlassian.com/perksandbenefits.
About Atlassian At Atlassian, we are motivated by a common goal: to unleash the potential of every team. Our software helps teams work together effectively. We believe in diverse perspectives and encourage applications from all qualified individuals. All information will be kept confidential according to EEO guidelines. We can provide accommodations or adjustments at any stage of the recruitment process. For more about our culture and hiring process, visit go.atlassian.com/crh.
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
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Senior Principal - Customer Success, Strategic Accounts
– Atlassian Join to apply for the
Senior Principal - Customer Success, Strategic Accounts
role 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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company. Overview: Atlassian is distributed-first and supports flexible work arrangements. This role focuses on executive engagement, outcomes-focused Customer Success, and strategic account management for complex, enterprise customers.
Responsibilities
Executive Engagement & Trusted Advisor: Build and maintain trusted relationships with C-suite and senior executives, ensuring Atlassian is positioned as a strategic partner in their digital and AI transformation journeys.
Outcome-Driven Success: Accelerate product adoption and deliver verifiable business outcomes, focusing on measurable value realization and expansion across global teams.
Strategic Success Planning: Lead the development and execution of Customer Success Plans (CSPs) that align with customer business goals, including regular check-ins, QBRs, and strategic planning sessions. Leverage CSPs as a vehicle for driving adoption, retention, and expansion.
Complex Program Leadership: Guide customers and internal teams through complex implementation and transformation initiatives, often involving multiple partners and stakeholders.
AI & Emerging Tech Enablement: Advise customers on leveraging Atlassian’s AI and emerging technologies to enhance their strategies and operations.
Risk Mitigation: Proactively identify risks, escalate issues, and drive mitigation strategies in partnership with account teams.
Voice of the Customer: Serve as the customer advocate internally, providing actionable feedback to improve Atlassian’s products, services, and customer experience.
Cross-Functional Collaboration: Partner with sales, product, support, and advisory services to deliver a seamless customer experience and maximize business value.
Qualifications
10+ years in Customer Success, account management, consulting, or enterprise transformation, with a proven track record managing the largest, most complex strategic customers.
Executive presence and experience delivering solutions at the SVP/C-level for Fortune 500/global enterprise customers.
Demonstrated success in leading transformational initiatives that drive measurable customer outcomes (e.g., differentiated use cases, efficiency savings, accelerated growth and business outcomes such as platform adoption, expansion, retention).
Experience with AI and digital transformation in enterprise environments.
Strong understanding of Jira, Confluence, and Atlassian solution use cases, with the ability to advise on solution trade-offs and best practices.
Proficiency with Customer Success Planning frameworks; experience using Gainsight, Salesforce, Tableau, or similar tools.
Excellent problem-solving, communication, and stakeholder management skills.
Preferred: 5+ years with Atlassian-powered solutions, ITSM certification, experience with MEDDPICC or similar deal qualification frameworks.
Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. The baseline of our range is higher than the typical market range, with most candidates hired near the baseline. Base pay range (U.S.) for new hires in three geographic zones is:
Zone A: $201,600 - $263,200
Zone B: $180,900 - $236,175
Zone C: $167,400 - $218,550
This role may also be eligible for benefits, bonuses, commissions, and equity. Please visit go.atlassian.com/payzones for more information on locations in each zone and confirm your zone with your recruiter.
Benefits & Perks At Atlassian offers a wide range of perks and benefits designed to support you and your family, as well as to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and more. To learn more, visit go.atlassian.com/perksandbenefits.
About Atlassian At Atlassian, we are motivated by a common goal: to unleash the potential of every team. Our software helps teams work together effectively. We believe in diverse perspectives and encourage applications from all qualified individuals. All information will be kept confidential according to EEO guidelines. We can provide accommodations or adjustments at any stage of the recruitment process. For more about our culture and hiring process, visit go.atlassian.com/crh.
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
#J-18808-Ljbffr