AI Sales Lead

Atlassian is looking for an AI Sales leader to drive our emerging Artificial Intelligence offerings to market successfully as an overlay to our high-touch sales teams. This leader will play a crucial role in driving our emerging Artificial Intelligence sales efforts by providing strategic leadership in close collaboration with the sales, solution engineer, product, and marketing teams to develop and execute comprehensive growth strategies. The ideal candidate will have a strong background in sales, a deep understanding of AI industry trends, and the ability to effectively prioritize efforts to optimize for global revenue impact.
The ideal candidate will possess a unique blend of executive selling expertise, strategic thinking, and leadership skills.
As an individual contributor, this role will work closely with a peer located in Europe for global coverage.
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 - $218-$262k
Zone B - $196k-$235k
Zone C - $181k-$217k
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 specific location with your recruiter.
This is a unique role that has a blend of responsibility across strategy and execution.
50%: BUILDING FOR SCALE:
This role serves as a scale vector to advocate for Sales success with our AI offerings. To do this you'll spend half your time:

• Aggregating key learnings and key risks, sharing and triaging cross functionally, documenting impact and proposing solutions. Representing sales perspective to other cross functional teams (product, strategy & business operations, marketing) to inform key decisions.
• Reporting on weekly global pipeline review meeting by researching key deals and bringing key account teams to highlight key themes.
• Facilitating a scaled subject matter expert program to disseminate expertise across the business.

50% time: DIRECT CUSTOMER / ACCOUNT SUPPORT
This role will support our global sellers as they drive AI sales motions to ensure our advocacy is informed by deep customer experience. To do this you'll spend half your time:

• Supporting Account Executives behind the scenes for escalation management and coaching account teams for self-serve resources across the company when appropriate.
• Meeting with customers and deeply sponsoring 2-4 key large deals per half from our Americas customer base.
• Serving as an AI SME in mid-market exec briefings.

• 10+ years of experience in B2B value and solution selling and/or solution engineering, with exposure to cloud technologies, digital transformation initiatives, software engineering practices
• 3+ years of GTM management experience
• Ability to thrive in a rapidly evolving and fast-paced environment
• Strong ability to navigate, work and collaborate successfully in a matrix sales organization
• Must be a self-starter and have the ability to self-manage against goals
• Strong and thoughtful Storyteller to craft and communicate to CxOs
• Experience using CRM to manage opportunities and correlate sales metrics
• Experienced at breaking down problems, diagnosing the root causes, and creating realistic solutions that can be executed across the organization
• Exceptional critical and creative thinking skills including evaluating risks and contingencies, developing structure in ambiguity, connecting the dots and flexibility in accepting new ideas or pivoting
• Effective at influencing across all levels up to the C-suite through strong communication, collaboration and presentation skills. You set the bar in terms of communication effectiveness from bringing teams, peers and leadership along on the journey
• Demonstrate leadership qualities throughout your work - taking ownership of challenges, supporting your colleagues and setting the standard for quality in your deliverables
• Ideally, we're looking for someone with a prior background in solutions selling to Software Development or IT C-suite/SVPs/VP leadership, and who understands the ecosystem of potential integrations and partnerships we work with
• Professional-level fluency in English