Public Sector Enterprise Advocate

About the Role Public Sector Enterprise Advocate at Atlassian is responsible for deeply understanding government customers and how they leverage Atlassian's suite of products. You will nurture and grow existing relationships, build new ones, and drive the execution of our goals, including migrating customers to our FedRAMP cloud offering. You will be the customer account lead, aligning cross-functional teams (Channel Partners, Solutions Engineers, etc.) and serving as the critical liaison between executives in product/engineering and our customers to influence roadmap and improve the customer experience. You would report directly into the Director of Federal Sales.

What You'll Do

• Develop and manage strategic relationships with federal government agencies, solutions partners, and resellers; drive retention and growth
• Lead strategic account planning, client management, and demonstrate value creation to accelerate migration to FedRAMP cloud
• Act as the customer account lead; orchestrate support and cross-functional teams (Channel Partners, Solutions Engineers, etc.) across the customer journey
• Liaise with Atlassian executives in product and engineering to guide future roadmap and improve customer experience
• Apply a customer-obsessed, consultative sales approach within the Atlassian sales model; challenge traditional sales processes and advocate for public sector business
• Work cross-departmentally, take initiative, and drive outcomes for enterprise customers, including advising C-level stakeholders
• Manage and leverage CRM, pipeline management, and analytics tools to forecast and report on progress

What We're Looking For

• 8+ years of federal software sales experience with a focus on strategic account management
• Strong relationships with government agencies, solutions partners, and resellers
• Deep knowledge of government contracts and procurement vehicles
• Experience delivering customer-first SaaS outcomes; enterprise, consultative selling
• Demonstrated ability to engage with enterprise customers at the C-suite level
• Proficiency with CRM, pipeline management, and analytics tools; data-driven mindset
• Willingness to challenge the traditional sales model and advocate for the public sector
• Experience working across a matrix organization, collaborating across multiple departments

Nice to Have

• Experience transitioning customers from on-prem to FedRAMP SaaS solutions
• Entrepreneurial spirit with ability to navigate a matrix organization
• Background in Atlassian products
• Experience selling DevSecOps or ITSM solutions

Compensation & Benefits

• Base pay ranges in the United States vary by geographic pay zone: Zone A $180,900 - $236,175; Zone B $162,800 - $212,558; Zone C $150,100 - $196,025
• This role may be eligible for benefits, bonuses, commissions, and equity
• For more information on pay zones and eligible locations, visit go.atlassian.com/payzones and confirm zone with your recruiter
• Atlassian offers health and wellbeing resources, paid volunteer days, and other benefits