Head of Renewals Mid-Market, Americas and APAC

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.
This is a remote-enabled position. To help our teams work together effectively, this role requires you to be located in PST, CST, MST, or EST timezones.
Your future team
The Renewals team is comprised of curious, proactive, fun-loving Account Associates who are responsible for renewing Mid-Market subscriptions that include Atlassian's full suite of products and services.
Account Associates 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 churn rates low. We uncover expansion opportunities through customer discovery, by using data, and partnering with our Customer Success Management and Sales teams to understand customer goals.
What you'll do
As the Head of Renewals over our Mid-Market Americas and APAC businesses, you will be reporting directly to the Global Head of Renewals and be responsible for a renewable book of $350M and a team of 30+ reps. You and your team of front line leaders will deliver on aggressive retention and expansion targets. You will also help drive meaningful improvements to our our go-to-market strategy and customer transaction journey that delivers value to every Atlassian customer. To support that evolution, we will leverage your post sales expertise to lead a team of experienced renewal specialists. As a second-line leader your teams are based in the Americas and the APAC region.
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. This 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 Renewals leadership team, working collaboratively to define, articulate, and execute against strategies for a defined vision across all post-sales functions.
You will be responsible for retaining some of Atlassian's largest customers as your primary focus will be to deliver high retention and expansion on our renewal base. You will also help improve and evolve our GTM motion, working with many of our cross-functional teams, such as sales, account management, channel, and customer success. 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 delivering high performance against retention and expansion targets, building strategy, pipeline management, forecasting accuracy, and team development, then you are a terrific fit for this role.
Your background

• 8+ years of renewals/account management/sales experience
• 6+ years of management experience achieving revenue goals focused on Enterprise and Mid-Market customers with a global footprint
• Experience in coaching and developing tenured and new managers
• Experience leading change across a complex organization and footprint
• Experience using CRM, forecast management, and analytic tools
• Experience working in an international environment, leaning into nuances across both industry verticals and markets
• Experience leading strategic projects and problems with measurable results

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: $159,800 - $213,000
Zone B: $143,800 - $191,700
Zone C: $132,600 - $176,800
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.
Benefits & Perks
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 .