Head of Sales & Success Transformation

Overview

About the Role

We are hiring a high-impact Head of Sales & Success Transformation to lead strategic initiatives that modernize and scale our enterprise sales engine. This role will drive the design and execution of transformation programs across field sales, solution sales, customer success, and channel, ensuring we evolve our model to meet Atlassian’s ambitious growth and customer impact goals.

This is a mix of strategic and execution-focused role for someone who combines strategy consulting toolkit with hands-on industry experience - and thrives in fast-paced, cross-functional environments. You will collaborate across Sales, Success, Channel, Enablement, Product, and RevOps to re-architect how we land, expand, and retain across our product collections.

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Responsibilities

Key Responsibilities

Sales & Success Transformation

• Lead end-to-end design and rollout of transformation programs across Field Sales, Solution Sales, Customer Success, and Channel teams.

• Support the evolution of customer engagement models (e.g., field vs. digital, sales vs. success ownership, partner-led scale)

• Partner with leaders to evolve roles, responsibilities, coverage models, compensation models, and GTM plays aligned with customer journey stages.

Data-Driven Strategy & Execution

• Analyze performance data, whitespace, and engagement metrics to identify GTM pain points and opportunities.

• Develop and track operating models, success metrics, and business cases to support change decisions.

• Collaborate with Sales Strategy, RevOps, and Finance to forecast impact, align incentives, and ensure scalable execution.

Cross-Functional Leadership

• Drive alignment across Sales, CS, Channel, Product GTM, Enablement, and Operations teams to ensure transformation programs land effectively.

• Coordinate stakeholder input across segments and geographies, managing dependencies and adoption risk.

• Deliver executive-level briefings and partner in strategic planning reviews with CRO staff and other senior leaders.

What We’re Looking For

• 7–10+ years across sales transformation, management consulting, or strategy/ops roles within B2B software.

• Proven success leading large-scale, cross-functional GTM transformation initiatives.

• High analytical fluency; proficiency in Excel, SQL, Tableau, Alteryx, or equivalent tools.

• Strong communication skills with the ability to synthesize complexity into executive-ready narratives.

• Demonstrated ability to influence across functions and lead without formal authority in matrixed orgs.

Preferred Qualifications

• MBA or equivalent strategic training

• Familiarity with Atlassian’s product portfolio and/or use of Atlassian tools (e.g., Jira, Confluence, Trello)

• Prior experience working in or transforming hybrid GTM models (sales-assisted + PLG + partner-led)

Qualifications

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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: $176,100 - $234,800

Zone B: $158,500 - $211,400

Zone C: $146,200 - $194,900

This role may also be eligible for benefits, bonuses, commissions, and equity.

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