Enterprise Advocates Team Lead

Atlassian

Location: Boston, Massachusetts

Job Type: Full time

Last updated

The most difficult thing is the decision to act, the rest is merely tenacity.
- Amelia Earhart

Working at Atlassian

Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or return to an office as they reopen (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Your future team
Atlassian is revolutionizing the software development industry and helping teams all around the world like NASA, Tesla, Daimler, and Amadeus to advance humanity through the power of software & collaboration. We're looking for a dynamic sales leader to further develop and lead our Enterprise Advocate organization in the Americas region. With over 200,000 customers worldwide, our global Enterprise Advocate team engages Atlassian's largest customers, representing Atlassian's enterprise product portfolio, including JIRA, Confluence, Jira Service Management, and Jira Align.
This non-traditional sales role is responsible for the expansion of Enterprise level products into the above-mentioned customers. You'll be continuing to iterate, develop, and execute a comprehensive sales and account engagement strategy that prioritizes critical performance measures for your sales roles while ensuring all key sales and sales management personnel are held accountable in achieving OKR’s and revenue targets.



We are looking for someone who leads, collaborates and has the ability to inspire staff inside and outside of our direct sales organization. You must be a strategic thinker, results driven, and possess an innate ability to empathize with Atlassian Solution Partners, colleagues, and of course, customers. Atlassian is a TEAM first organization, and this individual must be someone who can demonstrate both strong leadership skills and humility in an environment that prides itself on its open, honest, and supportive culture. You have over 10 years of sales management experience with a track record of developing sales organizations in the Americas. Before anything else, you are someone who wants to challenge the traditional sales model and optimize sales processes in an innovative, fast-paced international environment. Running the same play that worked at your prior company is most likely not going to work at Atlassian. You will play a critical part in helping us build the next generation of our enterprise business model.

What you'll do

  • You have the opportunity to compile and review quantitative sales data and react rapidly to changing trends or new competitive threats and opportunities.
  • Work in close coordination with our Sales Operations team, our Marketing and Channel sales organizations (including external Solutions Partners), and other key partners across Atlassian's management team.
  • You will report into the Head of Direct Sales, Americas.

Your background

  • You have over 10 years of sales management experience with a track record of developing sales organizations in the Americas.
  • Before anything else, you are someone who wants to challenge the traditional sales model and optimize sales processes in an innovative, fast-paced international environment. Running the same play that worked at your prior company is most likely not going to work at Atlassian. You will play a critical part in helping us build the next generation of our enterprise business model.

More about you:

  • 10+ years of sales management experience in a business-to-business sales environment
  • Extensive experience developing go-to-market strategies and corporate sales plans
  • Successful experience working with a channel sales organization
  • Proven track record closing complex six-figure transactions
  • Experience in leading key customer relationships and closing strategic sales opportunities
  • Successful experience monitoring and evaluating sales rep and manager performance against stated expectations, in addition to aligning and changing behavior with performance expectations
  • Has led organizations of 20+ people
  • Experience leading next-level managers across a variety of functions, including sales representatives, sales operations, and business development representatives
  • Extensive experience utilizing a CRM to develop team performance metrics
  • Experience hiring and on-boarding sales representatives and sales managers
  • Extensive experience building and managing territories in the Americas market
  • In-depth knowledge of local markets
  • Experience working within both startup and mature corporate environments
  • Consistent track record of meeting or exceeding performance targets
  • Previous roles allowed this individual to make a positive impact outside of individual role

Preferred additional experience

  • Experience selling complex solutions to Dev/IT audiencesFamiliarity with Atlassian's suite of productsExperience in a "non-traditional" sales environmentComprehensive understanding of Atlassian's sales modelExperience with both on-premise and cloud software solutions
The Enterprise Advocacy team was established in the summer of 2014 to help support customers who are interested in scaling their investment in Atlassian. The team is comprised of Enterprise Advocates specializing in Atlassian's suite of Enterprise products and services. Those on the team have a collective experience in Sales and Management roles in both well-established Fortune 500 companies as well as exciting start-ups. We share a drive to hit our numbers, but above all, we believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our non-traditional sales model, one that redefines how software is sold in the Enterprise!

Our perks & benefits

To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.

About Atlassian

The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we're motivated by a common goal: to unleash the potential of every team.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, 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.

To learn more about our culture and hiring process, explore our Candidate Resource Hub.
You’ve got this!