[Hiring] Head of Sales Development, Strategic & Enterprise @Atlassian

Role Description

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.

Qualifications

• 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.

Requirements

• Lead 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 enablement a daily and weekly discipline focused on account development, top-of-funnel metrics, and account strategy - building the next generation of GTM talent.
• Apply AI daily.
• Use AI to improve efficiency, deliver solutions, and drive results for your team, the company, and our customers; stay curious about trends and share learnings so others benefit.
• Drive team initiatives across strategic engagements, culture, personnel development, and special projects.

Benefits

• Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community.
• Our offerings include health and wellbeing resources, paid volunteer days, and so much more.