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Enterprise sales role focused on driving solutions revenue: build and manage pipeline, engage and negotiate with customers, close deals, and partner with product and customer teams to ensure successful implementations.

Manage and grow Atlassian's strategic Public Sector accounts (DoD, IC, federal integrators) to maximize retention and expansion. Build executive relationships, drive renewals, identify upsell/cross-sell opportunities, collaborate on account planning, maintain forecasting and opportunity hygiene, and work with channel partners to close complex, end-to-end deals.

Develops and scales value management practices, customer engagements, business cases, financial models, executive narratives, and thought leadership. Advises senior customer and Atlassian executives, leads cross-functional content and practice initiatives, supports value-based selling, drives innovation, and mentors team members. The role requires extensive consulting or value management experience, advanced financial analysis, executive communication, and exposure to cloud technologies and digital transformation. Travel of 15–20% is required for customer meetings.

As the Manager of the Enterprise Solutions Architect team, you will lead technical advisors in scaling the DX product's pre-sales strategy, mentoring SAs, overseeing implementations, and collaborating with other departments to enhance customer success.

Develop actionable go-to-market strategies for AI sales and consumption pricing while driving business growth and engagement. Collaborate cross-functionally to influence strategic direction and optimize customer experience.

In this role, you will engage with customers, provide pre-sales support, lead product demonstrations, and build relationships with executive-level stakeholders to drive enterprise sales.

Lead high-velocity sales into AI-native and digital-native startups in the Bay Area. Hunt greenfield accounts, engage founders/CTOs/VCs, convert product-led usage signals into revenue, collaborate with inside sales and GTM teams, refine AI GTM plays, and represent Atlassian in the local startup ecosystem.

Lead enterprise sales for named accounts or territory: develop strategic account plans, build C-level relationships, negotiate complex contracts, collaborate cross-functionally, forecast and close deals, and drive expansion and customer success across Atlassian products.

Own and grow a named strategic account portfolio: develop and execute account/territory plans, build C-level relationships, identify upsell/cross-sell opportunities, lead complex negotiations, coordinate cross-functional teams and partners, provide forecasts, mentor junior sellers, and travel to meet customers and attend events.

Lead and scale a commercial Solutions Engineering team for DX. Recruit, mentor, and coach SEs, drive pre-sales strategy and POC playbooks, partner with Sales/Product/Engineering, allocate resources across a high-velocity pipeline, and define KPIs to align technical efforts with revenue and commercial goals.