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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Are you passionate about engaging with Enterprise customers and have experience with software retention? Do you enjoy working in smaller teams, while also being part of a company that's experiencing outstanding growth? Are you a curious person, always looking for a way to maximize value with all your customers? Our Enterprise Loyalty team's mission is to maximize revenue retention, strategic migration, and expansion efforts; all while providing a seamless customer experience that ensures continued health and loyalty. If this sounds exciting, then read on!
With over 300,000 customers, we impact the retention and growth of our Enterprise accounts by cultivating strong partnerships with our largest 10% of customers and positioning the high value of Atlassian's software within every interaction.
Your Future Team
The Loyalty Advocacy team is comprised of curious, proactive, empathetic, and fun-loving Loyalty Advocates specializing in Atlassian's products and services. We have shared team performance metrics and goals to encourage collaboration and partnership. Above all, we believe in the Atlassian values and use them as our compass in always refining and optimizing our non-traditional sales model. Our team drives renewal strategies that engage clients and keep the churn rates low. We uncover expansion and migration opportunities by aiming to understand our customer's goals then sharing how Atlassian's solutions can help achieve them.
Every Enterprise Loyalty Advocate bridges the gap between sales and customer success by collaborating with account teams and channel partners to support strategic account planning, verifying pricing and license expiration dates, and sharing feedback on the growing needs of a customer.
You will report to the Loyalty Advocates Manager.
What You'll Do
- Deliver best in class Net Retention and Gross Retention rates, through effective inside sales strategies, including solution validation, expansion and risk mitigation plays.
- Manage, and build trust within a portfolio of Enterprise customers.
- Lead end-to-end sales motions for small-scale cloud migrations.
- Partner with the Enterprise Sales Team on account planning (derive insights, develop strategy) 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 identify cross-sell and upsell opportunities.
- Foster relationships and collaboratively sell with Atlassian Solution Partners sales representatives
- Weekly forecast your pipeline for renewals, upsell and cloud migration opportunities
- Co-own or collaborate on projects that seek to improve our practice, process, and/or ways of work.
What You'll Have:
- Four or more years of proven B2B SaaS experience in direct client management (account management, customer success, sales, or other relevant business area) working with enterprise (Fortune 1000) customers.
- Track record of building strong relationships and simultaneously growing accounts across your book of business.
- Consultative approach with an emphasis on discovery; ability to navigate complex business needs and requirements.
- Consistent track record of meeting or exceeding performance goals.
- 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)
Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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: $87,500 - $116,700
Zone B: $78,800- $105,000
Zone C: $72,700 - $96,900
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
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Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
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.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .
