Head of Sales & Success Transformation

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.
About the Role
We are hiring a high-impact Head of Sales & Success Transformation to lead strategic initiatives that modernize and scale our enterprise sales engine. This role will drive the design and execution of transformation programs across field sales, solution sales, customer success, and channel, ensuring we evolve our model to meet Atlassian's ambitious growth and customer impact goals.
This is a mix of strategic and execution-focused role for someone who combines strategy consulting toolkit with hands-on industry experience - and thrives in fast-paced, cross-functional environments. You will collaborate across Sales, Success, Channel, Enablement, Product, and RevOps to re-architect how we land, expand, and retain across our product collections.
Sales & Success Transformation

• Lead end-to-end design and rollout of transformation programs across Field Sales, Solution Sales, Customer Success, and Channel teams.
• Support the evolution of customer engagement models (e.g., field vs. digital, sales vs. success ownership, partner-led scale)
• Partner with leaders to evolve roles, responsibilities, coverage models, compensation models, and GTM plays aligned with customer journey stages.

Data-Driven Strategy & Execution

• Analyze performance data, whitespace, and engagement metrics to identify GTM pain points and opportunities.
• Develop and track operating models, success metrics, and business cases to support change decisions.
• Collaborate with Sales Strategy, RevOps, and Finance to forecast impact, align incentives, and ensure scalable execution.

Cross-Functional Leadership

• Drive alignment across Sales, CS, Channel, Product GTM, Enablement, and Operations teams to ensure transformation programs land effectively.
• Coordinate stakeholder input across segments and geographies, managing dependencies and adoption risk.
• Deliver executive-level briefings and partner in strategic planning reviews with CRO staff and other senior leaders.

• 7-10+ years across sales transformation, management consulting, or strategy/ops roles within B2B software.
• Proven success leading large-scale, cross-functional GTM transformation initiatives.
• High analytical fluency; proficiency in Excel, SQL, Tableau, Alteryx, or equivalent tools.
• Strong communication skills with the ability to synthesize complexity into executive-ready narratives.
• Demonstrated ability to influence across functions and lead without formal authority in matrixed orgs.
• MBA or equivalent strategic training preferred
• Familiarity with Atlassian's product portfolio and/or use of Atlassian tools (e.g., Jira, Confluence, Trello) preferred
• Prior experience working in or transforming hybrid GTM models (sales-assisted + PLG + partner-led) 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: $216,900 - $283,175
Zone B: $195,300 - $254,975
Zone C: $180,900 - $236,175
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 .