Global Head of Renewals at Atlassian
San Francisco, CA
About the Job
Overview
Working at AtlassianAtlassians 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.
Responsibilities
This is a remote-enabled position
To help our teams work together effectively, this role requires you to be located in PST, CST or EST timezonesYour future teamThe Renewals team is comprised of curious, proactive, fun-loving Account Associates who are responsible for renewing Mid-Market and SMB subscriptions that include Atlassian's full suite of products and services.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
Our team drives renewal strategies that engage clients and keep the churn rates low
We uncover expansion opportunities by probing for opportunity, using data and partnering with our Customer Success Management team to understand customer’s goals.What you'll doAtlassian is looking for a new executive to join our leadership team as Head of Renewals
Reporting directly to the Global Head of Customer Success Management & Renewals, you will help transform the Renewals function to align with our refreshed go-to-market strategy and build a customer transaction journey that delivers value to every Atlassian customer
With a retention target of $800M and a team of 70 reps, you and your team of segment leaders will deliver on aggressive retention and expansion targets. Atlassian is continuing to evolve our go-to-market approach to scale across our growing customer segments
To support that evolution, we are looking for an experienced Head of Renewals to lead a global team of experienced Renewal Specialists
As a third-line leader your teams are based across the globe, from Americas to Europe to the Philippines
You will report to the Global Head of Customer Success Management & Renewals.This is a high-visibility, high-accountability role that is central to Atlassian’s transition from a product-led-growth company to a company led by a world class go-to-market capability
The global role requires exceptional leadership, excellence in both strategy and process, and strength in building productive cross-functional relationships
You will be an important member of the CSM & Renewals leadership team, working collaboratively to define, articulate, and execute the global strategy for a redefined Customer Success vision across all post-sales functions. The Head of Renewals will be responsible for retaining some of Atlassian’s largest customers
You will help build and evolve our GTM motion, and work with many of our cross-functional teams, such as sales, account management, channel, and customer success to evolve Atlassian’s go-to-market approach
You will work together with our Sales teams to build a cohesive partnership that removes blockers, drives improved customer engagement, and accelerates growth
If you are excited by building strategy, pipeline management, forecasting accuracy, and team development, then you are a terrific fit for this role.Your backgroundOn your first day, we'll expect you to have the following:10+ years of renewals/account management/sales experience7 years+ of management experience with experience achieving revenue goals focused on Enterprise customers with a global footprintExperience in coaching and developing experienced managersExperience leading change across a complex organization and footprintExperience using CRM, forecast management, and analytic toolsExperience working in an international environment, leaning into nuances across both industry verticals and marketsExperience leading strategic projects and problems with measurable results
Qualifications
CompensationAt 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: $188,800 - $251,700Zone B: $169,900 - $226,500Zone C: $156,700 - $208,900 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.Our perks & benefitsAtlassian 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/perksandbenefitsto learn more.About AtlassianAt 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.Job SummaryCategory: Sales
Working at AtlassianAtlassians 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.
Responsibilities
This is a remote-enabled position
To help our teams work together effectively, this role requires you to be located in PST, CST or EST timezonesYour future teamThe Renewals team is comprised of curious, proactive, fun-loving Account Associates who are responsible for renewing Mid-Market and SMB subscriptions that include Atlassian's full suite of products and services.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
Our team drives renewal strategies that engage clients and keep the churn rates low
We uncover expansion opportunities by probing for opportunity, using data and partnering with our Customer Success Management team to understand customer’s goals.What you'll doAtlassian is looking for a new executive to join our leadership team as Head of Renewals
Reporting directly to the Global Head of Customer Success Management & Renewals, you will help transform the Renewals function to align with our refreshed go-to-market strategy and build a customer transaction journey that delivers value to every Atlassian customer
With a retention target of $800M and a team of 70 reps, you and your team of segment leaders will deliver on aggressive retention and expansion targets. Atlassian is continuing to evolve our go-to-market approach to scale across our growing customer segments
To support that evolution, we are looking for an experienced Head of Renewals to lead a global team of experienced Renewal Specialists
As a third-line leader your teams are based across the globe, from Americas to Europe to the Philippines
You will report to the Global Head of Customer Success Management & Renewals.This is a high-visibility, high-accountability role that is central to Atlassian’s transition from a product-led-growth company to a company led by a world class go-to-market capability
The global role requires exceptional leadership, excellence in both strategy and process, and strength in building productive cross-functional relationships
You will be an important member of the CSM & Renewals leadership team, working collaboratively to define, articulate, and execute the global strategy for a redefined Customer Success vision across all post-sales functions. The Head of Renewals will be responsible for retaining some of Atlassian’s largest customers
You will help build and evolve our GTM motion, and work with many of our cross-functional teams, such as sales, account management, channel, and customer success to evolve Atlassian’s go-to-market approach
You will work together with our Sales teams to build a cohesive partnership that removes blockers, drives improved customer engagement, and accelerates growth
If you are excited by building strategy, pipeline management, forecasting accuracy, and team development, then you are a terrific fit for this role.Your backgroundOn your first day, we'll expect you to have the following:10+ years of renewals/account management/sales experience7 years+ of management experience with experience achieving revenue goals focused on Enterprise customers with a global footprintExperience in coaching and developing experienced managersExperience leading change across a complex organization and footprintExperience using CRM, forecast management, and analytic toolsExperience working in an international environment, leaning into nuances across both industry verticals and marketsExperience leading strategic projects and problems with measurable results
Qualifications
CompensationAt 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: $188,800 - $251,700Zone B: $169,900 - $226,500Zone C: $156,700 - $208,900 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.Our perks & benefitsAtlassian 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/perksandbenefitsto learn more.About AtlassianAt 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.Job SummaryCategory: Sales
