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Pioneering a New Function in Legal Services: Q&A with Nick Resnik

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The A-Team Spotlight series celebrates the people and culture of Atrium.

In our next Spotlight, we’re excited to speak to our new Head of Account Management, Nick Resnik. Nick joined us a few months ago to run and lead our account management team and has an interesting perspective on why he joined the company as well as how an accounts team operates at Atrium.

 

What we’re doing is an interesting evolution of the legal space and we’re the first company to try and add a traditional account management team (as well as sales and product) into legal services. It’s a compelling vision that I’m excited to help execute on.

 

How do you look at your role differently now that you are more on the services side of things?

What’s interesting about the account management role here is that we are essentially servicing both our clients and attorneys, who are kind of like our product as we sell legal services. We have a strong partnership with our attorneys because we both service the client. 

Bringing an account manager into this type of business gives our clients a trusted advisor to provide feedback to. It removes some of the possible adversarial tasks from our attorneys such as discussing pricing. It puts that role into the hands of account managers, which allows the attorneys to focus on providing great legal service instead of worrying about how to price the client for a complicated project. 

What we’re doing is an interesting evolution of the legal space and we’re the first company to try and add a traditional account management team (as well as sales and product) into legal services. It’s a compelling vision that I’m excited to help execute on.   

 

How did you get into account management in the first place?

Before I got into tech, I was in client-facing roles in retail, restaurants, and even journalism for about ten years. I’ve always naturally worked well with clients and customers because of my optimistic personality and the satisfaction I received when helping others succeed. Fortunately, I decided to foray into tech about ten years ago and after my first four years or so in technical support, I transitioned into a technical account management role at a small company I was at during that time. It felt like a natural extension of what I was already doing.

When I got into the new role, I started to understand how my company’s technology was solving our clients’ business problems. It was translating what I already knew on the technical side and adding in some business knowledge behind that. 

 

And, what made you come to Atrium?

I came to Atrium because it stood out as a unique company – there is no other company doing exactly what we’re trying to do. This is the fourth tech company I’ve been at and the first three were very product heavy. I thought it’d be an interesting next step in my career to go to a company that was services-based with a product alongside it. In fact, our product augments the services as opposed to the services augmenting the product. This means that we’re able to be more client-centric, which was eye-opening and motivating for me. I understood the vision well and thought it’d be an interesting new challenge for me.

 

I think empathy is something all startups talk about but don’t fully live and breathe… conscious leadership into the workplace really gives us the tools to truly execute with empathy.

 

What company value speaks to you most?

I have two — execute with empathy and win with integrity. 

I think empathy is something all startups talk about but don’t fully live and breathe. Everything that Justin’s trying to do to bring conscious leadership into the workplace really gives us the tools to truly execute with empathy rather than just talk about it and assume people will adopt it. 

There will always be disagreements and differences of opinion but if you can at least understand where the other person is coming from, you can share your difference of opinion respectfully. However, you can only do this if you can put yourself in somebody else’s shoes and understand how they’re feeling and why they’re feeling those things, which helps frame their point of reference. 

With winning with integrity, I think we can all agree we want the company to be successful, but there are ways you can get there without integrity. This value really speaks to me because I love being successful but there’s definitely a right and wrong way to go about it. It’s about doing what’s right and not necessarily just what’s easy. 

 

What’s your favorite part of Atrium?

I love the spirit of collaboration and how we’re bringing together a lot of different skillsets and people that typically don’t work together in the same room, such as attorneys and engineers, and paralegals and account managers. It’s an incredible thing to watch when you get people out of their comfort zones. It can ultimately lead to really interesting, novel ideas that wouldn’t have come about in a typical law firm or tech company. 

 

What do you do outside of the office for fun?

I have a basketball hoop in my backyard that I enjoy shooting around. I am also a huge pop culture junkie and love music, movies, TV shows, and books. I enjoy watching both Oscar-worthy movies and Marvel movies, and one of the TV shows that has really impressed me is The Wire. When it comes to music, I love most genres, from heavy rock music to pop with a great hook to a good hip-hop beat.

 

What’s something most people don’t know about you?

I’m a die-hard NBA fan. While Dub fans won’t be happy about this, no team will ever have a spot in my heart like the Lakers as I grew up with them. I appreciate the Warriors though since I’ve lived in the Bay Area for 20 years. 

 

What would you be doing if you weren’t working at Atrium?

I’m a homebody, so I’m never happier than when I’m relaxing at home with my wife and two kids, playing in our backyard and then reading or watching something. I’d also be spending more time traveling to New York, my favorite city in the world, and Buenos Aires, my beloved hometown in Argentina. 

 

What book or podcast are you reading/listening to right now?

I’m reading a fantastic book called Boom Town by Sam Anderson, which is about the history of both the Oklahoma City Thunder NBA team as well as Oklahoma City itself. As a companion to that, I’m also listening to the podcast Sonic Boom, which is about how the history of the Seattle SuperSonics and how they became the Oklahoma City Thunder.

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Cassie Pallesen is Atrium's Head of Corporate Marketing. Before Atrium, Cassie built and led Anaplan's global content team as well as held marketing roles at Autodesk and Bluewolf (an IBM company). Cassie is a well-rounded marketer with experience in website & content strategy, marketing communications, product marketing, demand generation, and content development.

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Nick is the Head of Account Management at Atrium. He has over a decade of experience in the technology industry heading teams in account management, customer success, and technical support. Most recently with LeanPlum, he was instrumental in helping their customer success team scale to the next level.