Global Head - Value Management Office

Overview

The Value Management Office (VMO) will expand Atlassian’s impact beyond the current Business Value Advisory (BVA) team by introducing a Centralized team that drives scalable, standardized, and data-driven value engagement. This core team will develop ROI models, industry benchmarks, and enablement assets, working closely with Sales, Product, and GTM functions to elevate executive conversations and improve sales effectiveness. To meet the rising expectations of enterprise buyers and strengthen our ability to compete and win strategic deals, we will create a Value Engineering (VE) practice within the VMO. This function will complement our current Business Value Advisory (BVA) capabilities by bringing in quantitative rigor, scalable modeling, and technical value articulation across the customer lifecycle. Complementing this, a Digital Value Advisory (DVA) function will scale value messaging to mid-market and high-volume segments through self-service tools and digital workshops, in addition to extending and enabling the partner ecosystem with these Value oriented assets and tools. Together, this structure enhances consistency, extends reach, and drives measurable improvements in deal velocity, ACV, and win rates—supporting value delivery across the entire customer lifecycle.

Atlassian is seeking a visionary and execution-driven leader to establish and scale our Value Management Office (VMO). As the Global Head of the VMO, you will own the global strategy, structure, and execution of a high-impact team that brings business value to life across the entire customer lifecycle. This function will expand beyond our current Business Value Advisory (BVA) foundation to include Value Engineering (VE) and Digital Value Advisory (DVA) capabilities—elevating how Atlassian positions and delivers measurable outcomes for our enterprise and mid-market customers.

You will lead a centralized center of excellence that partners closely with Sales, Solution Engineering, Product, Customer Success, Sales Enablement, and the Partner ecosystem. This is a rare opportunity to shape a customer value strategy at global scale while driving meaningful outcomes for both Atlassian and our customers.

Responsibilities

Define and Lead Global Value Strategy

• Define and drive the global vision, charter, and roadmap for the Value Management Office, aligned with Atlassian’s GTM transformation.

• Own the vision, structure, and execution of the Customer Value Office, aligning across Sales, Product, Marketing, Customer Success, and Partner functions.

• Lead a multi-disciplinary team spanning BVA, VE, and DVA functions.

• Translate Atlassian’s business and product strategy into value-led frameworks that drive customer decision-making and long-term outcomes.

• Position VMO as a strategic, cross-functional enabler of Atlassian’s enterprise growth and GTM transformation.

Scale Value Engagement for the Future

• Build and lead a high-performing global team across Business Value Advisory (BVA), Value Engineering, Digital Value Advisory (DVA), Methodology & Enablement, and Tools & Content development.

• Evolve value delivery to support high-volume, mid-market, and partner ecosystems through digitized value discovery, standardized frameworks, and automated recommendations.

• Establish scalable, repeatable value models and embed them into Atlassian’s systems, sales motions, and partner platforms.

Connect Pre-Sales Value to Post-Sales Realization

• Define and implement an end-to-end value lifecycle—from initial discovery and ROI justification through implementation success, outcome tracking, and renewal/expansion.

• Partner with Customer Success, Renewals, and Advocacy to develop realization dashboards, QBR insights, and impact reporting.

• Lead cross-functional initiatives to close the gap between forecasted and realized value, turning insights into action for continuous improvement.

Advance BVA Capabilities Through AI & Emerging Technologies

• Leverage AI, automation, and data science to power next-generation value discovery, benchmarking, and customer insights.

• Collaborate with internal AI teams and product stakeholders to embed AI-driven tools like Rovo AI into value frameworks and customer-facing tools.

• Champion the use of AI for enhancing personalized value engagements, opportunity identification, and scalable executive storytelling.

Build the Intellectual Engine of Value at Atlassian

• Drive the development of ROI calculators, industry benchmarks, value playbooks, proposal templates, and success metrics—all aligned to key customer pain points and outcomes.

• Create and manage a centralized repository of value-centric