Head of Sales Development, Strategic & Enterprise

Atlassian is a company dedicated to unleashing the potential of every team through their software products. As the Head of Sales Development, Strategic & Enterprise, you will lead and develop teams responsible for pipeline generation across high-value customer segments, while collaborating with various stakeholders to drive business outcomes.

Responsibilities:

• 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
• 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
• 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
• 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
• Analyze key performance metrics to pinpoint areas for improvement, refine strategy, tactics, and resource allocation, and execute initiatives to optimize sales-development performance
• Lead with vision on our messaging and value proposition, and stay actively involved in strategic sales cycles across the team
• 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
• 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

Requirements:

• 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