Head of Sales Development, Strategic & Enterprise

Overview 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. This is a remote role. To help our teams work together effectively we're looking to hire in the United Kingdom. Responsibilities Your future team

With over 250,000 customers worldwide, Atlassian is helping organizations like NASA, IBM, Hub Spot, 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 ownLead 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…