Atlassian

Account Associate, Mid-Market (Renewals)

Atlassian • $81K — $128K *
US-AnywhereRemote in San Francisco, CA
Enterprise Technology
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 3+ years in account management or customer success with enterprise clients (Fortune 1000) in B2B SaaS
  • Experience using a consultative sales strategy focused on identifying customer needs
  • Proven track record of relationship building and account growth under high-stress conditions
  • Strong motivation to achieve and surpass performance targets
  • Familiarity with Atlassian products and related CRM and BI tools
  • Prior experience collaborating with channel partners
  • Knowledge of agile methodologies, project management, and automation practices

Responsibilities

  • Deliver top-tier Net and Gross Retention rates through strategic communication and risk management
  • Oversee a diverse portfolio of Enterprise customers from contract initiation to renewal
  • Collaborate with Sales Teams on strategic account growth planning
  • Assess and document customer priorities to enhance the value of Atlassian products and uncover upsell opportunities
  • Build relationships and co-sell with Atlassian Solution Partner representatives
  • Regularly forecast renewal opportunities in your pipeline each week
  • Strive for operational excellence by improving processes and maintaining accountability
  • Generate a pipeline of expansion opportunities by understanding customer needs during renewals and working with AEs on development

Benefits

  • Health and wellbeing resources
  • Paid volunteer days
  • Support for you and your family
  • Opportunities to engage with your local community
  • Variety of perks designed to enhance employee satisfaction and work-life balance
Full Job Description
Responsibilities

What you'll do
  • 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.


Compensation

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

Pay Ranges

In The United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $98,100 - $128,075

Zone B: $88,200 - $115,150

Zone C: $81,000 - $105,750

Qualifications

  • 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

About Atlassian

Atlassian is a leading provider of collaboration, development, and issue tracking software for teams. With over 194,000 customers worldwide, including 85 of the Fortune 100, Atlassian is changing the way teams work. Our products help teams organize, discuss, and complete shared work. Atlassian has a unique business model that allows us to deliver software to teams of all sizes, from small startups to large enterprises. Our products are available on a subscription basis, with no upfront fees or long-term commitments. Atlassian was founded in 2002 and is headquartered in San Francisco, California.
Learn more about Atlassian
Size
6,433 employees
Market Cap
$31.9 billion
Industry
Information Technology
Net Income
-$1.1 billion
Founded
2002
5 Year Trend
+34.9%
Revenue
$1.8 billion
NASDAQ
TEAM
* Ladders Estimates

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