Business Development & Key Account Manager (Atlassian)

Quick Facts

• Role: B2B Business Development & Key Account Manager (Atlassian)

• Focus: Acquisition of new customers and development of key existing accounts

• Portfolio: Jira, Jira Service Management, Confluence and related services

• Deals: Complex IT cases with longer sales cycles

Description

You will grow Atlassian business for mid-to-large customers by combining hunter and farmer responsibilities—opening new opportunities and expanding existing relationships. You will lead deals end-to-end, from identifying and qualifying needs through negotiation and offers, to closing and handover to delivery. You will coordinate with presales, consultants, and the delivery team (and Atlassian) to ensure the solution fits both business and technical requirements.

Responsibilities

• Actively identify and open new business opportunities and customer relationships
• Develop existing customers and systematically pursue upsell and cross-sell opportunities
• Build long-term relationships with key stakeholders across IT, business, and management
• Run complex sales cases from needs identification and qualification through closing and handover
• Sell Atlassian products plus related consulting, implementation, migration, and support services
• Conduct sales discussions, presentations, and workshops
• Explain and present commercial and technical aspects of proposed solutions
• Prepare business proposals, calculations, and inputs for RFP/RFQ and tenders
• Negotiate commercial, pricing, and contract terms
• Coordinate with presales, consultants, delivery, and Atlassian during deal execution
• Ensure high-quality handover of closed deals to realization
• Work with CRM, pipeline, and forecasting
• Plan key account development and prepare account plans
• Be accountable for sales targets and results for the assigned portfolio

Requirements

• At least 3 years of B2B sales experience (ideally in IT, software, SaaS, or consulting)
• Proven sales results and experience with complex B2B deals
• Experience selling deals valued in the hundreds of thousands to millions of CZK
• Experience selling complex IT solutions or services (not only transactional product sales)
• Ability to run the sales process from opportunity qualification to closing
• Experience working with multiple stakeholders (IT, business, management, procurement)
• Strong negotiation, presentation, and communication skills
• Basic knowledge of IT sales economics (budgets, margin, ROI/TCO)
• Orientation in SaaS/Cloud environments
• Basic overview of enterprise IT and related services
• Czech at native level
• English at least B2 for independent sales communication
• Minimum secondary education

Benefits

• Uncapped bonuses with direct impact from your results
• Opportunity to work with the Atlassian portfolio and complex IT solutions
• Space for your own sales initiatives and development of key customer relationships
• Collaboration with experienced presales, consultants, and delivery teams
• Direct contact with Atlassian
• Friendly, non-corporate environment at an established Czech IT company (25+ years)
• Employment options: HPP or contractor agreement (IČO)
• Flexible working hours; mostly office-based work in Prague 7 – Holešovice
• Up to 5 weeks of vacation
• MultiSport card (also for family)
• Modern offices with excellent public transport access