Account Executive, Enterprise Public Sector

Overview

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.

This is a remote, field sales position. To help our teams work together effectively we're looking for someone based in the UK.

At Atlassian, we work with over 300,000 customers worldwide, including NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. We are making significant investments into our UK Public Sector vertical — with strong presence across central government, health, local government, blue lights, and defence. The UK Government has adopted a cloud-first mandate, and Atlassian's System of Work is a force multiplier enabling government to modernise public services at pace.

What makes us unique is our belief in our value of 'play as a team'. We support each other, celebrate wins together and share knowledge. Our employees work with Atlassian, not for Atlassian.

As an Account Executive, Enterprise, you'll be responsible for deeply understanding your customers across the UK Public Sector — how they leverage Atlassian's suite for portfolio delivery, DevOps productivity, ITSM/ESM, knowledge management, and secure collaboration. You'll nurture and grow existing relationships rooted in our established install base while building new ones, and you'll collaborate with internal teams, Channel Partners, Solution Partners, Product Specialists, Solution Engineers, and hyperscalers (e.g., AWS) to ensure customer success.

Are you customer-obsessed, creative, and have a hunter mindset? Are you excited by identifying business needs and creating solutions for the UK's most strategic government organisations? If yes, we'd love to have you on our team!

Responsibilities

In this role, you will:

• Develop and implement strategic Account and Territory plans to maximise expansion opportunities across Atlassian's product portfolio, with a focus on advancing cloud migrations, driving adoption of Jira Service Management, Atlassian Guard, and Rovo, and positioning Atlassian's System of Work in a government context

• Identify and qualify leads, build relationships with decision makers — including Digital leaders, CIOs, CDOs, and senior civil servants — understand customer needs, deliver sales presentations, negotiate contracts, and close deals

• Develop C-level and SCS-level executive relationships across your accounts

• Act as the customer account lead, setting direction and guiding orchestration for all cross-functional teams engaging with your customers on their Atlassian journey

• Navigate Crown Commercial Service (CCS) procurement frameworks (G-Cloud, DOS), government spend controls, and the Technology Code of Practice to position Atlassian for direct awards and framework listings

• Serve as a critical liaison between Atlassian's product and engineering executives and government customers, helping shape roadmap direction on sovereignty, data residency, compliance, and AI adoption

• Provide accurate forecasting, account planning, and pipeline reporting to management

• Run strategy plays to identify opportunities and build long-term relationships across complex sales cycles

• Stay updated on industry trends, government policy, and competitors to maintain a competitive edge

• Travel to meet clients and attend industry events

Qualifications

More about you:

• 8+ years of quota-carrying enterprise software sales experience, with a strong focus on UK public sector accounts (central government, defence, health, or local government)

• Strong relationships with UK Government departments, Arm's Length Bodies, Systems Integrators (e.g., Accenture, Deloitte), and approved resellers

• Deep knowledge of UK Government procurement frameworks and routes to market — including CCS frameworks, spend controls, and the Procurement Act / National Procurement Policy Statement (NPPS)

• Experience navigating the Government Service Standard, Technology Code of Practice, NCSC Cloud Security Principles, and Secure by Design requirements

• Understanding of UK Government Security Classifications (GSCP) and how cloud platforms can be positioned across classification tiers

• Proven track record of exceeding performance targets and growing enterprise accounts

• Experience engaging C-level and SCS-level stakeholders with a consultative, relationship-oriented approach

• Know how to create alignment and orchestrate internal account teams across a matrix organisation

• Experience using CRM, pipeline management, and analytics tools

• You have a learner mindset and contribute to team culture in a positive, impactful way

It would be great if you also had:

• Experience transitioning government customers from on-premise Data Centre deployments to commercial Cloud or sovereign/isolated cloud solutions

• Understanding of UK data sovereignty, residency, and jurisdictional requirements

• Active SC (Security Check) clearance or willingness and eligibility to obtain it

• Entrepreneurial spirit — this role will help shape a UK Public Sector Hub operating model from the ground up

• Background in some or all of Atlassian's products — Jira, Confluence, Jira Service Management, Bitbucket, Atlassian Guard, Rovo

• Experience selling DevSecOps, ITSM, or enterprise collaboration solutions into regulated environments

• Familiarity with techUK, GDS, CDDO, and the wider UK Government digital and data community

• Experience with partner-led delivery models, including joint GTM with Systems Integrators and hyperscalers (e.g., AWS Marketplace)

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.

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