Retention & Growth Renewals Manager, DACH/UKI - SMB

Overview

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.

Our team drives renewal strategies that engage clients and keep the churn rates low. We uncover upgrade, expansion, and migration opportunities by aiming to understand our customer’s goals and then sharing how Atlassian's solutions can help achieve them. Every Account Associate bridges the gap between sales and customer success by collaborating with account teams to support strategic account planning, verifying pricing and license expiration dates, and sharing feedback on the growing needs of a customer.

Responsibilities

We are looking for an experienced manager who can develop, champion, and motivate a team of highly-skilled Account Associates, responsible for the health and retention of our SMB customers. You will be leading a high performing team of Account Associates responsible for the DACH & UKI territories, the two biggest markets in EMEA.

You are a creative and strategic thinker responsible for helping to define the team’s direction and strategy. You will be accountable for team performance, revenue forecasting, and balancing prioritization amidst a complex ownership footprint, as well as staffing, onboarding, and up-skilling the team. Success will be dependent on your ability to work cross-functionally and cross-culturally with Sales leadership on execution and strategy and collaborate effectively with other key customer-facing teams (Sales and Customer Success). You are the voice for the team, helping to escalate and remove blockers where needed so your team can do their best work and provide an ideal customer experience. You will report directly to the Head of Account Associates, SMB.

We are looking for someone who possesses strong leadership skills, with the ability to motivate and inspire staff and adapt to change. You must be an adept planner, results-driven, and possess an innate ability to empathize with Atlassian stakeholders, Solution Partners, and customers. We want a team player who can demonstrate both strong leadership skills and humility in an organization that prides itself on its open, honest, and supportive culture. You have over five years of management experience with a track record of achieving revenue goals. You will play a critical part in helping us build our next-generation SMB business model at scale.

Qualifications

More about you

On your first day, we'll expect you to have:

• Fluent in German (Spanish or French is a plus)

• Five+ years of renewals, sales, and or account management/customer success experience, ideally with three-plus years managing revenue-impacting teams

• A tendency to operate daily with a sense of urgency, an affinity for problem-solving, and strong analytical capabilities

• Experience with forecasting revenue and performance management

• Experience in managing and collaborating with diverse cultures

• Experience with sales at scale

• Experience with change management and implementing better approaches to address opportunities

• Experience in business process integration

• Negotiation skills including active listening, objection handling, empathy, building trust, and emphasizing value

• Experience in coaching and developing people

• Experience in hiring and onboarding team members

• Ability to operate autonomously

• Ability to effectively interact and communicate with various levels of management

• Ability to balance multiple projects and initiatives running concurrently, effectively multi-tasking while working with cross-functional teams

• Ability to demonstrate sound reasoning with clarity around why you made specific decisions and choices throughout your career

More about our team

The Account Associates team is focused on maximizing revenue retention with a focus on upgrade and expansion efforts while providing a seamless customer experience that ensures continued health and loyalty. The team is comprised of hard-working, passionate, and fun-loving Account Associates specializing in Atlassian's full suite of products and services. We have shared performance metrics and goals to inspire collaboration and 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.

Our perks & benefits

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.

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.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.

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