Overview At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. What makes us unique is our belief in our value of 'play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There's a strong earning potential for our sales team which is supported by the vast enterprise market awaiting our exploration, along with the consistent preference of our customers for Atlassian products. We're leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes and are tasked with constructing and executing a powerful sales strategy. We are looking for a strong Sales Leader with deep Enterprise expertise who will lead and grow a team of experienced sales professionals and is passionate about shaping the future of our segment. The Head of Strategic Account Executives at Atlassian is responsible for leading a team dedicated to selling products or services to our most strategically significant customers. This role includes providing guidance and support to the sales team, actively participating in high-value customer engagements, negotiating deals, and collaborating closely with other departments to ensure a unified approach. Continual analysis of market trends, customer requirements, and sales performance is essential for refining strategies. Additionally, you will be accountable for recruiting top sales professionals, nurturing a culture of high performance, and cultivating strong relationships with key enterprise clients. Responsibilities - Leading and managing a team of strategic sales account executives to achieve sales targets and revenue goals within the strategic segment. - Developing and implementing strategic sales plans and initiatives to penetrate and expand market share in the strategic segment. - Providing mentorship, coaching, and guidance to the sales team to help them develop their skills and achieve their individual targets. - Setting performance goals and metrics for the sales team and monitoring their progress towards meeting these goals. - Recruiting, hiring, and onboarding new members of the sales team as needed to support business growth objectives. - Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction - Analyzing sales data and market trends to identify opportunities for growth and improvement. - Conducting regular performance evaluations and providing feedback to the sales team to drive continuous improvement. - Managing key executive relationships and participating in high-level negotiations and discussions as needed. - Providing regular updates and reports on sales performance to senior management. - Staying informed about industry trends, competitor activities, and market dynamics within the strategic segment. Qualifications - 15+ years experience in Sales; 8+ years of field sales leadership, with strategic account management experience - Tenured experience working with large, Global, Fortune 500 customers - You enjoy working in a highly matrixed organization where building relationships across the organization is imperative to the success and growth of the team - Experience navigating 7 and 8 figure deals with your team - You excel when engaging directly with enterprise customers with a consultative, relationship-oriented approach - Motivated and inspired to coach and mentor selling professionals - Experience using CRM, Pipeline Management, and Analytic tools - You are someone who wants to challenge the traditional Sales Model and improve sales processes - Experience driving transformational deals engaging with C-level stakeholders - You love working in an international environment, identifying and solving problems, trying new things and love sharing your findings with your team At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range. Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter. This role may also be eligible for benefits, bonuses, commissions, and equity. In The United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: Zone A: $208,888 - $272,715 Zone B: $187,999 - $245,443 Zone C: $173,377 - $226,353 Benefits & Perks 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. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian 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. 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 provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh . In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.

• Reach out to potential new customers (restaurants, retailers, bars, distributors, etc.) to introduce product and schedule sales meetings. • Make outbound calls to existing customers to check in, get reorders, and build relationships. • Educate customers on the benefits of product and what makes it unique. • Maintain accurate and detailed notes in our CRM system. • Send follow-up emails, product information, and promotional materials. • Identify customer needs and offer solutions that best fit their business. • Communicate effectively with the sales and operations teams. • Provide insights and feedback from customers to help shape sales strategies. • Represent brand voice with warmth, professionalism, and enthusiasm.

• Own the full GTM lifecycle from prospecting and outreach to discovery, demos, pilots, negotiations, closing, and expansion • Help define how ImagineArt is positioned and sold to agencies, brands, studios, enterprises, and creative teams • Develop repeatable processes that drive predictable revenue growth • Work closely with prospects to understand how content and creative work gets done • Map customer workflows including content production pipelines, asset generation and iteration, design reviews and approvals, brand governance and version control, speed, scale, and operational challenges • Identify areas where ImagineArt can deliver measurable business value • Conduct engaging product demos and hands-on workshops • Design and execute pilot programs with clear success metrics • Partner with customers to ensure successful adoption and measurable outcomes • Convert pilot users into long-term customers • Lead pricing discussions, proposals, commercial negotiations, and procurement processes • Coordinate contracts, MSAs, DPAs, security reviews, and stakeholder approvals • Maintain momentum across complex, multi-stakeholder sales cycles • Ensure a high-quality customer experience throughout the buying journey • Identify additional teams, departments, and use cases within customer accounts • Drive account expansion and upsell opportunities • Build long-term strategic relationships with customers • Help build scalable GTM systems, sales collateral, case studies, customer references, and outbound sequences • Bring customer insights back to Product, Engineering, and Leadership teams • Influence roadmap, packaging, pricing, and positioning based on market feedback

• Responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. • Delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. • Linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to find new accounts and cross-sell into existing SailPoint accounts. • Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives. • Ensure access to and familiarity with all tools in your digital tech stack.