Head of Strategic Account Executives

Job title: Head of Strategic Account Executives

About the Role

At Atlassian, we’re seeking the Head of Strategic Account Executives to lead a team focused on selling to our most strategically significant customers. You’ll provide guidance, participate in high-value engagements, negotiate deals, and partner with other departments to ensure a unified sales approach. You’ll continually analyze market trends, recruit top sales talent, and cultivate relationships with key enterprise clients to drive growth in the strategic segment.

What You'll Do

• Lead and manage a team of strategic sales account executives to achieve sales targets and revenue goals within the strategic segment.

• Develop and implement strategic sales plans to penetrate and expand market share in the strategic segment.

• Provide mentorship, coaching, and guidance to the sales team to help them develop their skills and achieve targets.

• Set performance goals and metrics for the sales team and monitor progress.

• Recruit, hire, and onboard new team members as needed.

• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance customer satisfaction.

• Analyze sales data and market trends to identify opportunities for growth.

• Conduct regular performance evaluations and provide feedback to drive continuous improvement.

• Manage key executive relationships and participate in high-level negotiations as needed.

• Provide regular updates and reports on sales performance to senior management.

• Stay informed about industry trends, competitor activities, and market dynamics within the strategic segment.

• What We're Looking For

• 15+ years experience in Sales;

• 8+ years of field sales leadership, with strategic account management experience

• Tenured experience working with large, Global, Fortune 500 customers

• Experience navigating highly matrixed organizations where cross-functional relationships are critical

• Track record navigating 7- and 8-figure enterprise deals

• Consultative, relationship-oriented approach when engaging with enterprise customers

• Motivated to coach and mentor selling professionals

• Proficient with CRM, pipeline management, and analytics tools

• Desire to challenge traditional sales models and improve processes

• Experience driving transformational deals with C-level stakeholders

• Comfortable in international environments and sharing findings with teams

• Compensation & Benefits

• Base pay ranges for United States (Zone A/B/C): Zone A $208,888 - $272,715; Zone B $187,999 - $245,443; Zone C $173,377 - $226,353 (USD)

• This role may be eligible for benefits, bonuses, commissions, and equity

• Benefits & perks include health and wellbeing resources, paid volunteer days, and more