Director Public Sector Sales

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.

Responsibilities

Responsibilities

As Director of Public Sector Sales, you will lead and develop a high-performing team of Account Executives spanning both the United States and Canada public sector markets. You are responsible for deeply understanding your team, your customers, and how they leverage Atlassian's suite of products across US federal, and Canadian federal and state/local government accounts. You will nurture and grow existing relationships while building new ones across both markets, driving strategic account planning, executive engagement, and consistent value creation at scale.

A defining priority in this role is leading your team's execution of our customers' migrations to Atlassian Government Cloud, our FedRAMP Moderate cloud offering, as well as navigating the complexities of public sector procurement — including option years, multi-year contracting, and large enterprise deals across US federal civilian, and Canadian government agencies.

You will serve as the senior account leadership voice for your region, setting direction and orchestrating our full go-to-market motion across Channel Partners, Solutions Engineers, Customer Success, and other cross-functional teams. You will act as a critical liaison between Atlassian's product and engineering executives and your customers, helping shape roadmap priorities and continuously elevating the customer experience across both countries.

You will also own the business: forecasting accuracy, pipeline health, renewal leadership, and freeing your AEs to focus on growth rather than operational overhead.

Are you customer-obsessed and a builder at heart? Can you lead distributed, cross-border teams through complex enterprise sales cycles? Do you thrive in a high-growth environment where you can put your fingerprints on the go-to-market model? If so, we'd love you on our team.

This is a career-defining opportunity for the right enterprise sales leader. You will report directly to the Head of Public Sector Sales.

Qualifications

Qualifications

• 10+ years of enterprise software sales experience in the public sector, with a strong track record of leading high-performing AE teams across US Federal, State & Local, and/or Canadian government markets

• Demonstrated success managing and developing distributed sales teams, including hiring, coaching, forecasting, and performance management

• Strong relationships with Government Agencies, Solutions Partners, Channel Partners, and Resellers across both US and Canadian public sector ecosystems

• Deep knowledge of government contracts and procurement vehicles, including multi-year contracting, option years, and Canadian federal/provincial procurement frameworks

• Experience driving customers through complex migrations — including end-of-life on-premise transitions — to cloud or SaaS solutions

• Proven ability to lead strategic account planning and executive engagement at the C-suite and agency leadership level

• Experience building and managing accurate forecasts, pipeline health, and business reviews in CRM and analytics tools

• You thrive in a cross-functional environment, naturally orchestrating across Solutions Engineers, Channel Partners, Customer Success, and Product teams to deliver outcomes for customers

• You challenge the traditional sales model and bring a builder's mindset — improving processes, closing gaps, and raising the bar for how your team operates

• You are a vocal advocate for the public sector business internally, comfortable influencing roadmap and go-to-market strategy at the executive level

It would be great if you also had:

• Experience leading teams through FedRAMP or comparable regulated-environment cloud transitions

• Familiarity with the Canadian government technology landscape, including PSPC procurement and Canadian federal security frameworks

• Entrepreneurial spirit combined with the ability to navigate a larger, matrixed organization

• Background in Atlassian's product suite or adjacent DevSecOps, ITSM, or collaboration platforms

• Experience managing large, complex federal accounts (e.g., civilian agencies, DoD, or equivalent Canadian federal departments)

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

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

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: 217,076 USD - 283,404 USD

Zone B: 195,368 USD - 255,064 USD

Zone C: 180,173 USD - 235,226 USD

#LI-Remote

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.

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.