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- Tasks: Engage with customers to manage renewals and discover expansion opportunities.
- Company: Atlassian empowers teams globally with innovative software solutions for collaboration.
- Benefits: Enjoy flexible work options, health resources, paid volunteer days, and more.
- Why this job: Join a fun, proactive team focused on customer success and growth.
- Qualifications: 3+ years in B2B SaaS with strong client management skills required.
- Other info: Virtual interviews and onboarding; inclusive culture prioritising diverse perspectives.
The predicted salary is between 36000 - 60000 £ per year.
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.
Are you passionate about engaging with customers and have experience with SaaS renewals? Are you a curious person, always looking for ways to maximize value for customers? Our Renewal team’s mission is to maximize revenue retention while providing a seamless customer experience that ensures continued health and loyalty.
Your Future Team
The Renewals team is comprised of curious, proactive, fun-loving Account Associates accountable for Atlassian's full suite of products and services. Our team is ultimately accountable for Atlassian’s strong customer renewal rates, through proactive engagement and effective objection handling techniques. We look for opportunities to expand our customers' footprint at time of renewal, are experts in mitigating customer friction and overcoming objections, and have an eye for discovering new opportunities for the broader Account team. Above all, we believe in the Atlassian values and use them as our compass in always refining and optimizing our go-to-market model. Our team drives renewal strategies that engage clients and keep the churn rates low. We uncover expansion opportunities at time of renewal by probing for opportunity, leveraging data and partnering with our Customer Success team to understand customer’s goals.
Every Account Associate bridges the gap between sales and customer success by collaborating with account teams and channel partners to mitigate renewal risk, proactively engaging on pricing and licensing discussions, and sharing feedback on the growing needs of a customer.
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.
Deliver best in class Net Retention and Gross Retention rates, through effective communication, risk mitigation and expansion discovery.
- Manage a diverse portfolio of MidMarket & Enterprise customers through the contract management lifecycle.
- Partner with the Sales Teams on account planning to ultimately drive total book of business growth.
- Understand customer business priorities and current use of Atlassian product suite to optimize Atlassian’s value and discover cross-sell and upsell opportunities for the Account team.
- Foster relationships and collaboratively sell with Atlassian Solution Partners sales representatives.
- Weekly forecast your pipeline for renewal & expansion opportunities.
- Maintain operational excellence through multi-tasking and prioritization.
About you (Qualifications)
- Three or more years of proven B2B SaaS experience in direct client management (renewals, account management, customer success, inside sales, or other relevant business area) working with enterprise customers.
- Track record of maintaining strong renewal rates to drive positive revenue outcomes.
- Consultative approach with an emphasis on discovery; ability to influence customer outcomes.
- Consistent track record of meeting or exceeding performance goals.
- Ability to overcome objections and mitigate commercial risk within accounts.
- Demonstrated ability to prioritize and manage your time amidst the competing priorities of a high growth business.
Nice to have:
- Experience working with channel partners and resellers.
- Familiarity with the Atlassian product suite; understanding of common uses cases and ways of work.
- Interest in agile ways of working, project management, DevOps and automation, or IT service management.
- Familiarity with CRM tools (Salesforce preferred) and Business Intelligence (such as Tableau), CSM platforms (e.g. Gainsight), forecasting software (e.g. Clari), and work collaboration tools (Zoom, Slack, and Google Suite preferred).
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Account Associate Mid Market employer: Atlassian
Contact Detail:
Atlassian Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Associate Mid Market
✨Tip Number 1
Familiarise yourself with Atlassian's product suite. Understanding how their tools work and the common use cases will help you engage more effectively during interviews and demonstrate your genuine interest in the role.
✨Tip Number 2
Showcase your consultative approach by preparing examples of how you've successfully influenced customer outcomes in previous roles. This will highlight your ability to drive renewals and manage client relationships.
✨Tip Number 3
Research the latest trends in SaaS renewals and customer success strategies. Being knowledgeable about industry best practices will allow you to speak confidently about how you can contribute to Atlassian's goals.
✨Tip Number 4
Network with current or former Atlassian employees on platforms like LinkedIn. Engaging with them can provide valuable insights into the company culture and expectations, which can be beneficial during your interview process.
We think you need these skills to ace Account Associate Mid Market
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in B2B SaaS, particularly in renewals and account management. Use specific examples that demonstrate your ability to maintain strong renewal rates and manage client relationships.
Craft a Compelling Cover Letter: In your cover letter, express your passion for customer engagement and how your consultative approach aligns with Atlassian's mission. Mention any familiarity with their product suite and how you can contribute to their goals.
Showcase Relevant Skills: Emphasise skills such as objection handling, risk mitigation, and time management. Provide examples of how you've successfully navigated challenges in previous roles to drive positive outcomes.
Research Atlassian's Values: Familiarise yourself with Atlassian's values and culture. Reflect these values in your application to show that you are a good fit for their team and understand their commitment to diversity and inclusion.
How to prepare for a job interview at Atlassian
✨Understand Atlassian's Values
Before your interview, take some time to familiarise yourself with Atlassian's core values. This will help you align your answers with their culture and demonstrate that you are a good fit for the team.
✨Showcase Your SaaS Experience
Be prepared to discuss your previous experience in B2B SaaS, particularly in renewals and account management. Highlight specific examples where you've successfully managed client relationships and driven renewal rates.
✨Prepare for Objection Handling
Since the role involves overcoming objections, think of scenarios where you've had to address customer concerns. Practice articulating how you turned those situations into positive outcomes.
✨Demonstrate Curiosity and Proactivity
Atlassian values curiosity and a proactive approach. Be ready to share instances where you've gone above and beyond to understand customer needs or identify new opportunities for growth.
