Head of Sales Development, Strategic & Enterprise

Atlassian
London
Workplace: RemoteFull timeFunction: SalesSkills: ["Leadership","Coaching","Strategic thinking","Data-driven decision-making","Adaptability"]

Lead and develop Sales Development Managers and their teams responsible for pipeline generation across Atlassian’s highest-value Strategic and Enterprise segments in AMER & EMEA. Partner with Account Executives, Partners, and Marketing to execute a sales development strategy, guide prospecting into complex named accounts, and drive results through operational rigor, forecasting, and data-informed optimization—while using AI to improve efficiency and outcomes.

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Atlassian
Atlassian
14 hours ago

Head of Sales Development, Strategic & Enterprise

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Last checked: 14 hours agoStatus: Live

Job Summary

Lead and develop Sales Development Managers and their teams responsible for pipeline generation across Atlassian’s highest-value Strategic and Enterprise segments in AMER & EMEA. Partner with Account Executives, Partners, and Marketing to execute a sales development strategy, guide prospecting into complex named accounts, and drive results through operational rigor, forecasting, and data-informed optimization—while using AI to improve efficiency and outcomes.
Location: London
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Sr. Director level

Key Responsibilities

  • •Build, lead, and develop a growing Sales Development organization (50+ GTM team members) across AMER & EMEA, including directly managing people leaders.
  • •Deliver pipeline goals monthly, quarterly, and annually by planning, forecasting, and balancing inbound and outbound strategies.
  • •Drive strategic prospecting by guiding managers and reps on self-sourced, account-based prospecting and discovery for Enterprise stakeholders.
  • •Oversee day-to-day operations with a metrics/outcomes-driven culture emphasizing productivity and accountability.
  • •Use data to refine strategy, tactics, and resource allocation, and stay actively involved in strategic sales cycles across the team.

Key Requirements

  • •Proven track record achieving revenue goals and exceeding sales targets in a high-growth, customer-centric environment with a strategic GTM mindset.
  • •10+ years of successful sales experience, including 5+ years in solution-selling with demonstrated revenue-objective attainment.
  • •4+ years leading through people leaders in sales management for business development or SDR teams, preferably in SaaS or technology sales.
  • •Experience selling into complex Enterprise buying committees and multi-threading across business and executive IT stakeholders in named accounts.
  • •Hands-on experience evolving SDR/BDR motions with AI and AI-related technologies, treating human touch and context as a multiplier.
Experience:SaaSTechnology salesEnterpriseAIGTM
Skills:LeadershipCoachingStrategic thinkingData-driven decision-makingAdaptability
Tech Stack:AI

Company Brief

Atlassian
Atlassian develops collaboration and workflow software—Jira, Confluence, Trello, Loom and more—used by teams for project management, software development, and IT service management across enterprises worldwide.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Sydney, Australia
Founded: 2002
Glassdoor
Glassdoor: 3.1
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