Strategic Loyalty Advocate @ Atlassian

Strategic Loyalty Advocate

Posted on 3/31/2023

INACTIVE

Locations

Dorchester, Boston, MA, USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Sales

Salesforce

Tableau

Requirements

5+ years experience in Enterprise account management, software renewals, customer success or other relevant business areas
Experience building customer trust over the phone and on video across different countries and cultures
Experience meeting or exceeding performance goals
Experience managing an end-to-end sales cycle
Experience working with Channel partners to retain and grow customer accounts
Experience using Salesforce, Clari, and Tableau

Responsibilities

Maximize software retention rates and minimize customer churn through effective inside sales techniques over the phone, video, and email
Lead end-to-end sales motions for our Cloud and Data Center platforms
Manage renewals across a sizable product portfolio
Partner with our Strategic sales team on account planning and driving total book of business growth through whitespace analysis and install base research
Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities
Keep informed of product updates and new offerings and articulate those improvements to customers and our solution partners
Forecast a pipeline for renewals, upsell, and cloud migration opportunities

Working at Atlassian

Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or from an office (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Our Strategic Account Management (Loyalty Advocate) team owns retention for the largest 10% of Enterprise customers in their respective regions. Our mission is to maximize revenue retention with a focus on strategic migration and expansion efforts, while providing a seamless customer experience that ensures continued health and loyalty. We have shared performance metrics and goals to inspire teamwork, but above all, we believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our non-traditional retention model.

As a Strategic Loyalty Advocate, you will report to the Strategic Loyalty Advocate Manager. You will promote retention across Atlassian’s full product portfolio—including Jira, Confluence, Jira Service Management and Jira Align—by engaging on strategic renewals and discovering expansion, upsell, upgrade, and cross-sell opportunities. You will partner with our Strategic Sales Team to power Total Book of Business growth. You will lead Cloud & Data Center sales cycles end-to-end. You will provide deal support on large strategic opportunities, including white space analysis, install base research and quoting support.

What you’ll do

Maximize software retention rates and minimize customer churn through effective inside sales techniques over the phone, video, and email
Lead end-to-end sales motions for our Cloud and Data Center platforms
Manage renewals across a sizable product portfolio
Partner with our Strategic sales team on account planning and driving total book of business growth through whitespace analysis and install base research
Increase customer awareness of Atlassian’s product portfolio to discover cross-sell and up-sell opportunities
Keep informed of product updates and new offerings and articulate those improvements to customers and our solution partners
Forecast a pipeline for renewals, upsell, and cloud migration opportunities

Your background

5+ years experience in Enterprise account management, software renewals, customer success or other relevant business areas
Experience building customer trust over the phone and on video across different countries and cultures
Experience meeting or exceeding performance goals
Experience managing an end-to-end sales cycle

It’s great, but not required, if you have:

Experience working with Channel partners to retain and grow customer accounts
Experience using Salesforce, Clari, and Tableau

Compensation

At Atlassian, we tie our base pay ranges to role and level. In the United States, that means your base pay ranges will fall into one of three geographic pay zones depending on your location. Our current base pay ranges for new hires in each zone are:

Zone A: $90,000 - $138,000

Zone B: $81,000 - $124,200

Zone C: $74,700 - $114,600

Within each range, base pay is ultimately determined based on your skills, expertise, and experience. This role may also be eligible for benefits, bonuses, commissions, and/or 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.

Our perks & benefits

To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.

About Atlassian

The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we’re motivated by a common goal: to unleash the potential of every team.

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 learn more about our culture and hiring process, explore our Candidate Resource Hub.

5,001-10,000 employees

Website

Software tools for development & project management

Company Overview

Atlassian's mission is to help unleash the potential of every team. The company operates software tools – JIRA, BitBucket, Trello, and more – for team and project management.

Benefits

Health insurance
Vision insurance
Dental insurance
Life insurance
Flexible or health savings accounts
Short-term disability insurance
Long-term disability insurance
Retirement savings plans
Paid time off
Catered lunches, wellness reimbursements, onsite fitness

Company Core Values

Open company, no bullshit - Openness is root level for us. Information is open internally by default and sharing is a first principle. And we understand that speaking your mind requires equal parts brains (what to say), thoughtfulness (when to say it), and caring (how it’s said)
Build with heart and balance - “Measure twice, cut once.” Whether you're building a birdhouse or a business, this is good advice. Passion and urgency infuse everything we do, alongside the wisdom to consider options fully and with care. Then we make the cut, and we get to work
Don’t #@!% the customer - Customers are our lifeblood. Without happy customers, we’re doomed. So considering the customer perspective - collectively, not just a handful - comes first
Play, as a team - We spend a huge amount of our time at work. So the more that time doesn’t feel like “work,” the better. We can be serious, without taking ourselves too seriously. We strive to put what’s right for the team first – whether in a meeting room or on a football pitch
Be the change you seek - All Atlassians should have the courage and resourcefulness to spark change – to make better our products, our people, our place. Continuous improvement is a shared responsibility. Action is an independent one