• Prepare monthly sales plans by client, considering volumes, activities and outreach strategies. • Monitor KPIs and act on findings to pursue action plans. • Work on process and system improvements to optimize the commercial workflow. • Acquire in-depth knowledge of the product and business. • Be proficient in product demonstrations (both technically and methodologically). • Oversee lead and prospect mapping activities. • Perform active prospecting, especially for large accounts. • Attend in-person and virtual events to seek sales opportunities. • Develop commercial relationships and create opportunities for new clients and sales. • Communicate product and service updates to generate new business. • Conduct meetings with clients and partners (remote and/or in-person). • Align on outreach plans with prospects. • Document requirements according to the lead’s situation. • Request technical analyses and effort estimates from technical teams for customized demands. • Prepare budgets and draft/send commercial proposals according to negotiations. • Update internal opportunity tracking systems. • Keep the CRM and other tools up to date, recording interactions. • Retain clients through constant contact and new solution offerings.

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. 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 . Responsibilities - Develop and implement named Account or Territory plans geared at maximising expansion opportunities across a wide portfolio of products whilst ensuring a high bar of customer success - Develop and execute strategic sales plans to achieve company sales goals - Identify and qualify leads, build relationships with decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and closing deals - Develop relationships with C-level and other executive relationships - Understand client needs and propose appropriate solutions to meet those needs - Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction - Negotiate contracts and pricing agreements with clients - Provide accurate forecasting and account planning and sales forecasts to management - Stay updated on industry trends and competitors to maintain a competitive edge - Travel to meet clients across Indonesia and Vietnam and attend industry and partner events - Be the main Atlassian point of contact or escalation point for designated Accounts - Run strategy plays to identify opportunities and build long relationships with your customers - Work with complex sales cycles and collaborate with the Channel sales organisation to build sales strategies for designated territories and named accounts Qualifications - Language proficiency in: English is a must-have and Bahasa Indonesia and/or Vietnamese is good to have. - Must be based in Singapore & have full Singapore working rights. - 10+ years of sales experience in a business-to-business sales environment. - Experience managing customers in Southeast Asia. - Experience working within the BFSI industry. - Experience managing key customer relationships and closing strategic sales opportunities. - Extensive experience utilising a CRM to achieve and correlate key performance metrics. - Building and leading territory & strategic account plans. - Experience leading or coordinating Account teams to drive successful customer outcomes. - Proactively engages customers with a consultative, solution-orientated approach in discovering new opportunities. - Proven track record of meeting or exceeding performance targets. - Contributes to the overall team culture in a positive, impactful way. - Experience selling SaaS to Dev/IT audiences. - Solution selling to VP and C-level Executives. - Experience working alongside a channel sales organisation. - Familiarity with Atlassian's suite of products a bonus. - Experience with both on-premise and cloud software solutions. 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 .

• Lead and oversee the entire Account Management and Client Success department • Manage and mentor Account Managers across multiple client pods • Train and develop Account Managers to become proactive strategic operators rather than reactive coordinators • Create frameworks, playbooks, and standards for client communication, retention, and strategic account growth • Ensure consistent client experience, communication quality, and service delivery across all accounts • Support hiring, onboarding, performance reviews, and ongoing training for Account Managers • Establish accountability systems and KPIs for the Client Success team • Oversee a portfolio of high-value and tier 1 client accounts • Join strategic client calls, escalations, renewal discussions, and performance reviews where required • Serve as senior escalation support for complex client situations or relationship management issues • Support Account Managers with strategic recommendations, growth planning, and difficult conversations • Ensure clients clearly understand performance, strategy, priorities, and next steps • Identify retention risks early and implement solutions proactively • Drive long-term client retention, expansion, and revenue growth • Improve operational alignment between Account Management, Project Management, Paid Media, Creative, and Strategy teams • Build and optimise internal workflows, SOPs, meeting structures, communication processes, and delivery systems • Ensure campaigns, deliverables, and launches are executed on time and to a high standard • Improve project visibility, accountability, and cross-functional collaboration across departments • Identify operational bottlenecks and implement scalable solutions • Support leadership with forecasting, resource planning, and department scaling initiatives • Standardise onboarding systems for both clients and internal team members • Support contract renewals, upsells, and scope expansion opportunities • Work alongside leadership to improve client profitability and retention metrics • Understand client economics including CAC, MER, contribution margin, LTV, and growth targets • Ensure account strategies align with both client goals and agency commercial objectives • Assist with proposal creation, pricing conversations, and strategic account planning • Monitor account health across the agency and proactively address underperforming accounts • Ensure Account Managers can confidently communicate performance across Meta, Google, TikTok, email, influencer marketing, creative testing, and CRO • Review reporting structures, dashboards, and strategic recommendations for quality control • Help guide integrated growth strategies across paid media, influencer marketing, lifecycle marketing, and creative • Collaborate closely with media buyers, creatives, strategists, and project managers to maintain strategic alignment • Ensure testing roadmaps, creative pipelines, and performance initiatives remain proactive and organised

• Are you looking for a new and exciting role in technical software sales in the manufacturing industry? • You’ll be responsible for developing new business and building long-term partnerships with customers across your region – helping them to unlock the full potential of our CAD/CAM and shop floor software solutions. • Do you enjoy prospecting and connecting with new customers in manufacturing? • Do you like demonstrating technical software and showing how it can improve efficiency and ROI? • Do you thrive on building strong customer relationships and turning them into long-term partnerships? • Do you enjoy working independently from your home office, with occasional travel to visit customers, partners, or trade shows (about 25%)?