Account Executive, Enterprise UKI Public Sector

Job title: Account Executive, Enterprise UKI Public Sector

About the Role This is a remote, field sales role based in the UK, focused on Atlassian's UK Public Sector. You will own strategic accounts, drive cloud migrations, and champion Atlassian’s System of Work in government contexts, partnering with internal teams, solution partners, and hyperscalers to enable government teams to modernise services.

What You'll Do

• Develop and implement strategic Account and Territory plans to maximise expansion opportunities across Atlassian's product portfolio, with a focus on cloud migrations and adoption of Jira Service Management, Atlassian Guard, and Rovo in government contexts.
• Build and nurture relationships with decision makers including Digital leaders, CIOs, CDOs, and senior civil servants; deliver compelling sales presentations, negotiate contracts, and close deals.
• Develop C-level and SCS-level relationships; act as the customer account lead and orchestrate cross-functional teams across product, engineering, and partners.
• Navigate Crown Commercial Service (CCS) procurement frameworks (G-Cloud, DOS), spend controls, and Procurement Act/NPPS to position Atlassian for direct awards and framework listings.
• Serve as a liaison between Atlassian’s product/engineering executives and government customers to shape roadmap on sovereignty, data residency, compliance, and AI adoption.
• Provide accurate forecasting, account planning, and pipeline reporting; run strategy plays to identify opportunities and build long-term relationships in complex sales cycles.
• Travel to meet clients and attend industry events as required.

What We're Looking For

• 8+ years of quota-carrying enterprise software sales experience, with a strong focus on UK public sector accounts (central government, defence, health, or local government).
• Deep relationships with UK Government departments, Arm’s Length Bodies, Systems Integrators (e.g., Accenture, Deloitte), and approved resellers.
• Deep knowledge of UK Government procurement frameworks and routes to market — CCS frameworks, spend controls, Procurement Act/NPPS.
• Experience navigating Government Service Standard, Technology Code of Practice, NCSC Cloud Security Principles, and Secure by Design requirements; understanding UK Government Security Classifications (GSCP).
• Proven track record of exceeding targets and growing enterprise accounts; experience engaging C-level and SCS-level stakeholders; cross-functional orchestration.
• Proficiency with CRM, pipeline management, and analytics; ability to coordinate cross-functional account teams.
• Learner mindset and positive contribution to team culture.

Nice to Have

• Experience transitioning government customers to cloud or sovereign/isolated cloud solutions; understanding data sovereignty and residency requirements.
• Active SC (Security Check) clearance or willingness/ability to obtain.
• Entrepreneurial spirit; familiarity with Atlassian products (Jira, Confluence, Jira Service Management, Bitbucket, Atlassian Guard, Rovo).
• Experience selling DevSecOps, ITSM, or enterprise collaboration solutions into regulated environments; familiarity with techUK, GDS, CDDO; partner-led delivery with SI and hyperscalers (AWS Marketplace).

Compensation & Benefits

• Atlassian offers a wide range of perks and benefits designed to support you, your family and your local community, including health and wellbeing resources and paid volunteer days.