Head of Sales Development, Strategic & Enterprise

Working at Atlassian
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Your future team
With over 250,000 customers worldwide, Atlassian is helping organizations like NASA, IBM, HubSpot, Samsung, and Coca-Cola advance humanity through the power of incredible software that unleashes the potential of every team.
We help customers connect Atlassian products into enterprise solutions that drive business outcomes. Our teams lead with value, collaborate deeply, celebrate wins together, and share knowledge - working with Atlassian, not for Atlassian. Our team enjoys high earnings potential with the enterprise opportunity ahead of us, selling impactful products built on cloud and artificial intelligence.
As the Head of Sales Development, Strategic & Enterprise, you will build, lead, and develop the Sales Development Managers and their teams responsible for pipeline generation across our highest-value Strategic and Enterprise customer segments in AMER & EMEA. You will partner closely with Account Executives, Partners, and Marketing to build an effective sales development strategy and lead its execution; unlocking new business and building relationships with business and IT stakeholders within complex, named accounts to drive incremental sales.
You'll report to the Global Head of Sales Development.
About You

• Proven, consistent track record of achieving revenue goals and exceeding sales targets in a high-growth, customer-centric environment, with a strategic mindset for GTM pipeline generation.
• 10+ years of successful sales experience, including 5+ years in a solution-selling environment with a proven track record of meeting revenue objectives.
• 4+ years leading through people leaders in sales management for business development or SDR teams, preferably in SaaS or technology sales.
• Experience selling into and prospecting complex Enterprise buying committees; multi-threading across business and executive IT stakeholders in named/strategic accounts.
• Experience carrying a bag; you know how to speak to senior sales leadership and executive buyers.
• A proven ability to identify great talent and scale a geographically dispersed business development organization across AMER & EMEA markets.
• A strategic thinker who adapts and delivers consistent growth during times of business transformation.
• Hands-on experience evolving the SDR role with AI and AI-related technologies, treating human touch and context as a multiplier, with a genuine desire to test and learn.

What you own

• Lead the team. Build and lead a growing, diverse team of 50+ GTM team members across AMER & EMEA, directly managing and developing people leaders while enabling them to coach and grow their managers and individual contributors.
• Deliver pipeline. Meet pipeline goals on a monthly, quarterly, and annual basis; plan, forecast, and manage capacity to balance inbound and outbound strategies in alignment with the broader global SDR organization and cross-functional teams.
• Drive strategic prospecting. Guide front-line managers and reps on self-sourced, account-based prospecting, discovery, and strategic engagement of Enterprise stakeholders with balancing outbound motions with inbound campaigns.
• Own operational rigor. Oversee day-to-day operations, emphasize productivity, and lead the team consistently and predictably through a metrics and outcomes-driven culture that supports accountability and strategic decision-making at all levels.
• Use data to improve. Analyze key performance metrics to pinpoint areas for improvement, refine strategy, tactics, and resource allocation, and execute initiatives to optimize sales-development performance.
• Shape value messaging. Lead with vision on our messaging and value proposition, and stay actively involved in strategic sales cycles across the team.
• Recruit, coach, and develop. Hire, coach, and mentor leaders and individual contributors; make enablement a daily and weekly discipline focused on account development, top-of-funnel metrics, and account strategy - building the next generation of GTM talent.
• Apply AI daily. Use AI to improve efficiency, deliver solutions, and drive results for your team, the company, and our customers; stay curious about trends and share learnings so others benefit.
• Drive team initiatives across strategic engagements, culture, personnel development, and special projects.

More About You

• Accountability: You build teams that perform and have fun doing it, thriving in a results-based culture. You are both strategic and tactical, and you execute a predictable pipeline-generation plan.
• Coaching: You understand both the quota and the career goals of your team, and you love using data to measure progress.
• Change: You contribute to change, crave forward progression, and take ownership.
• Embracing AI: You bring experience evolving the SDR role using AI and AI-related technologies, with human touch and context as a multiplier.

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
This role may also be eligible for benefits, bonuses, commissions, and equity.
In The United States or Remote, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
Zone A: $211,500 - $276,125
Zone B: $190,800 - $249,100
Zone C: $175,500 - $229,125
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 .
In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.