Account Associate, Mid-Market (Renewals)

Summary

Atlassian develops collaboration software that helps teams work together and achieve their goals. The Account Associate, Mid-Market (Renewals) manages customer renewals, drives retention and expansion, identifies cross-sell and upsell opportunities, and partners with sales, customer success, and channel teams to grow accounts.

Responsibilities

• Deliver best in class Net Retention and Gross Retention rates through effective communication, risk mitigation and expansion discovery
• Manage a diverse portfolio of Enterprise customers through the contract management lifecycle
• Partner with the Sales Teams on account planning to ultimately drive total book of business growth
• Understand and document customer business priorities, as well as current use of Atlassian product suite, to optimize Atlassian’s value while discovering cross-sell and upsell opportunities for the Account team
• Foster relationships and collaboratively sell with Atlassian Solution Partner sales representatives
• Accurately forecast your pipeline for renewal opportunities on a weekly cadence
• Maintain operational excellence through continuous improvement, prioritization, and accountability
• Pipe Generation: Build a consistent pipeline of qualified expansion opportunities by proactively identifying customer needs during renewal conversations and partnering with AEs to develop and progress those opportunities

Skills

• 3 + years of experience in account management, customer success, sales, or other relevant business area working with enterprise (Fortune 1000) customers, preferably with direct client management for B2B Software as a Service
• Background in consultative sales approach with an emphasis on discovery; ability to navigate complex business needs and requirements
• Success with building strong relationships while simultaneously growing accounts across your book of business, , and demonstrated ability to prioritize and manage your time amidst the competing priorities of a high growth business
• Passion for meeting or exceeding performance goals
• Familiarity with the Atlassian product suite; understanding of common uses cases and ways of work, as well as with CRM tools (Salesforce preferred) and Business Intelligence (such as Tableau), CSM platforms (such as Gainsight), forecasting software (such as Clari), and work collaboration tools (Zoom, Slack, and Google Suite preferred)
• Experience working with channel partners and resellers
• Interest in agile ways of working, project management, DevOps and automation, or IT service management, and of course, AI

Qualifications

Must Haves

• 3 + years of experience in account management, customer success, sales, or other relevant business area working with enterprise (Fortune 1000) customers, preferably with direct client management for B2B Software as a Service
• Background in consultative sales approach with an emphasis on discovery; ability to navigate complex business needs and requirements
• Success with building strong relationships while simultaneously growing accounts across your book of business, , and demonstrated ability to prioritize and manage your time amidst the competing priorities of a high growth business
• Passion for meeting or exceeding performance goals
• Familiarity with the Atlassian product suite; understanding of common uses cases and ways of work, as well as with CRM tools (Salesforce preferred) and Business Intelligence (such as Tableau), CSM platforms (such as Gainsight), forecasting software (such as Clari), and work collaboration tools (Zoom, Slack, and Google Suite preferred)
• Experience working with channel partners and resellers
• Interest in agile ways of working, project management, DevOps and automation, or IT service management, and of course, AI

Benefits

• Atlassians can choose where they work – whether in an office, from home, or a combination of the two.
• Health and wellbeing resources
• Paid volunteer days
• This role may also be eligible for benefits, bonuses, commissions, and equity.