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About the Role

As the Head of Sales Development, Strategic & Enterprise, you will build, lead, and develop 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.

Responsibilities

Build and lead a growing, diverse team of 50+ GTM team members across AMER & EMEA, directly managing and developing people leaders.
Enable managers 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.
Guide front-line managers and reps on self-sourced, account-based prospecting, discovery, and strategic engagement of Enterprise stakeholders.
Balance outbound motions with inbound campaigns.
Oversee day-to-day operations, emphasize productivity, and lead the team consistently and predictably.
Foster a metrics and outcomes-driven culture that supports accountability and strategic decision-making.
Analyze key performance metrics to pinpoint areas for improvement, refine strategy, tactics, and resource allocation.
Execute initiatives to optimize sales-development performance.
Lead with vision on messaging and value proposition.
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.
Build 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.
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.
Experience 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.
Build teams that perform and have fun doing it, thriving in a results-based culture.
Be both strategic and tactical, and execute a predictable pipeline-generation plan.
Understand both the quota and the career goals of your team, and love using data to measure progress.
Contribute to change, crave forward progression, and take ownership.
Bring experience evolving the SDR role using AI and AI-related technologies, with human touch and context as a multiplier.

Skills

Sales Development
Pipeline Generation
Solution Selling
Sales Management
SaaS Sales
Technology Sales
Enterprise Sales
Account Management
AI
AI-related technologies

Location

AMER
EMEA

Work Type

Office
Home
Combination of office and home

Experience Level

10+ years of sales experience
5+ years in solution-selling
4+ years leading people leaders in sales management

Benefits

Health and wellbeing resources
Paid volunteer days

About the Company

Atlassian is helping organizations like NASA, IBM, HubSpot, Samsung, and Coca-Cola advance humanity through the power of incredible software that unleashes the potential of every team.
We help customers connect Atlassian products into enterprise solutions that drive business outcomes.
Our teams lead with value, collaborate deeply, celebrate wins together, and share knowledge — working with Atlassian, not for Atlassian.
Our team enjoys high earnings potential with the enterprise opportunity ahead of us, selling impactful products built on cloud and artificial intelligence.
At Atlassian, we're motivated by a common goal: to unleash the potential of every team.
Our software products help teams all over the planet and our solutions are designed for all types of work.
Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success.

Equal Opportunity

We never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.
All your information will be kept confidential according to EEO guidelines.
We can support with accommodations or adjustments at any stage of the recruitment process.