Enterprise Account Manager

Overview

We are looking for a proactive, high-performing Enterprise Account Manager - Mandarin speaking to manage the retention and growth of our largest and most complex Enterprise customers within the Greater China Region (GCR). At Atlassian, with over 300,000 customers worldwide, our Account Management team plays a critical role in driving long-term value and digital transformation for the organizations that rely on us most.

In this Account Manager role, you will own the full customer lifecycle for your assigned book of business, securing high retention rates while proactively identifying, navigating, and closing expansion, upgrade, and cross-sell opportunities. You will partner deeply with the broader Regional Sales organization to drive Total Book of Business growth through strategic account planning, white-space analysis, and executive mapping.

We are seeking an enterprise sales professional who embodies ‘Heart and Balance’: someone who can build deep, empathetic customer relationships while maintaining the sales rigor and strategic scrutiny required to win in the Enterprise segment. You are a self-starter who takes complete ownership of your territory, navigating complex deals, multi-threading across organizations, and delivering an exceptional customer experience. Fluency in English and Mandarin is required to effectively manage internal stakeholders and customer relationships. Cantonese is highly regarded,

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

• Own Revenue Accountability: Drive individual sales performance, maintain a high-accuracy pipeline forecast, and balance priorities within a complex enterprise customer footprint.

• Drive Account Strategy: Partner cross-functionally with the Enterprise Sales team, Services, Channel Partners, and Customer Success teams to execute strategic account plans and ensure a seamless customer journey.

• Execute Complex Deals: Navigate complex enterprise procurement, legal, and security workflows to successfully close expansion, upsell, and renewal contracts.

• Master the Atlassian GTM Model: Actively adopt and optimize the Atlassian go-to-market model, playing a critical role in scaling our next-generation enterprise business.

• Champion Operational Excellence: Maintain pristine data hygiene within CRM/analytics tools, using data-backed insights to predict book of business health and address risks early.

• Bridge Regional Nuances: Effectively translate global corporate strategy into localized execution, ensuring the specific business cultural nuances and technical requirements of Chinese-speaking enterprise clients are seamlessly integrated.

Qualifications

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.

• 5+ years of experience in Enterprise Account Management, Mid-Market/Enterprise Sales, or Strategic Customer Success, with a proven track record of hitting retention and expansion targets in high-stakes SaaS environments.

• Fluent written and verbal English and Mandarin (Cantonese highly regarded): Complete professional proficiency in both English and Mandarin is required to effectively negotiate, build relationships, and present to internal stakeholders and enterprise executives in GCR.

• Proactive Territory Owner: Demonstrates high autonomy to drive revenue results and account health while maintaining strategic alignment with broader regional and organizational goals.

• Strategic Execution: Proven ability to move beyond passive "relationship management" toward active multi-threading, business-case building, and executive-level navigation within large organizations.

• ‘Build with Heart and Balance’: Fosters collaborative internal relationships and builds authentic customer trust while maintaining the accountability required for high performance and revenue outcomes.

• Data-Driven Forecasting: Deep experience utilizing CRM and analytics tools (e.g., Salesforce) to manage pipeline, track health metrics, and forecast revenue with high accuracy.

• Adaptable & Resilient: Thrives in fast-paced, evolving environments, with the agility to navigate internal change and proactively adopt improved workflows to capture new market opportunities.

• Market Familiarity: Strong understanding of the GCR enterprise business landscape, regional market dynamics, and procurement behaviors is highly desirable.

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.

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.