Enterprise Sales Leader (Player-Coach)

Atlassian; United States; Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Health and wellbeing resources

Volunteer days

Diversity and inclusion programs

Job summary

Atlassian is seeking a senior sales leader to coach and scale a team of Enterprise Account Executives in the US. You will ensure targets are met through hands-on mentoring, strategic coaching, and rigorous process discipline.

You will join a high-performance leadership team, drive GTM improvements, and build a culture of learning with regular reviews, role-plays, and data-informed decisions that balance people and results.

Qualifications

• 6+ years of experience of B2B SaaS sales experience, with at least 2+ years in a leadership or formal mentorship capacity.
• A proven track record of success, having consistently exceeded quotas as an individual contributor in an Enterprise environment.
• Experience in complex sales cycles, comfortable managing teams with more complex sales cycles.
• Experience navigating pilots/proof of concepts with prospects.
• Exceptional communication skills, with the ability to command a room.
• Deep familiarity with modern sales stacks (e.g., Salesforce, Gong, LinkedIn Sales Navigator, etc.).

Responsibilities

• Coach and develop a team of Enterprise Account Executives to consistently hit and exceed their monthly and quarterly revenue targets.
• Master the "Player-Coach" balance, jumping into high-stakes demos and negotiations to help your team close strategic opportunities.
• Institutionalize the sales process, ensuring the team maintains rigorous pipeline discipline, accurate forecasting, and CRM hygiene.
• Analyze performance data to identify bottlenecks in the sales funnel and implement tactical coaching plans for underperforming reps.
• Drive Go-To-Market (GTM) improvements by synthesizing frontline customer feedback into actionable insights for Product and Marketing teams.
• Build a culture of continuous learning, leading regular film reviews (call coaching), role-plays, and value-centric sales training.
• Recruit and onboard top-tier talent, scaling the team while maintaining a high bar for excellence and culture fit.

Skills

Coaching

Leadership

Strategic thinking

Data-driven

Communication

Sales management

Tools

Salesforce

Gong

LinkedIn Sales Navigator

Job description

Atlassian is seeking a senior sales leader to coach and scale a team of Enterprise Account Executives in the US. You will ensure targets are met through hands-on mentoring, strategic coaching, and rigorous process discipline.

You will join a high-performance leadership team, drive GTM improvements, and build a culture of learning with regular reviews, role-plays, and data-informed decisions that balance people and results.