Account Associate, Loom

The Loom Renewals Team is comprised of curious, proactive, empathetic, and fun-loving Renewals Associates specializing in Looms'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 and then sharing how Loom and Atlassian's solutions can help achieve them. Every Renewals 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.
What You'll Do

• Own the success for a book of Loom's customers, responsible for revenue retention, and growth. Within this overarching goal, you will:
  
  • Serve as a representative of Loom to our customers, conveying our strategic and product direction, and sharing how this direction will contribute to our customers' collaboration goals;
  • Serve as a representative of our customers back to Loom's cross-functional teams, advocating on their behalf to ensure we're working in the best interests of our customers;
  • Use customer usage metrics to find opportunities to deepen Loom's footprint and impact with our customers; and,
  • Proactively plan for and lead customer renewal conversations.
• 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 Loom customers.
• Lead end-to-end sales motions for expansion.
• 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 expansion 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:

• Familiarity with the Loom product suite; understanding of common uses cases and ways of work.
• Interest in async ways of working
• Familiarity with CRM tools (Salesforce preferred) and Business Intelligence (such as Tableau), CSM platforms (e.g. Gainsight), Sales Engagement Platform (Outreach) 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: $105,300 - $140,400
Zone B: $94,800 - $126,400
Zone C: $87,400 - $116,600
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.