Director of National Security Sales

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.

Atlassian is on a mission to unleash the potential of every team and we are making significant investments into our public sector vertical. We partner with agencies across the US State and Local Government as well as leading universities and colleges to advance humanity through the power of software and collaboration. Organizations such as California Department of Healthcare Services, Collier County Government and University of South Florida partner with Atlassian to better meet the needs of citizens and students across the country.

We have over 250,000 customers worldwide, and our Public Sector team is working with our largest and most strategic customers in government and education to scale their investments in Atlassian.

As the Director of National Security Sales you will be responsible for our growth targets in the Department of Defense, Federal System Integrator and Defense Industrial Base vertical. You will help build and evolve our GTM motion specific to this sector and work closely with our channel team to define best in class engagement throughout the entire customer journey. You will also build and nurture deep relationships with our solutions partners that will enable us to continuously learn the needs of our customers and expand our partnerships.

You will also partner with other internal stakeholders in product and engineering to help shape the future roadmap for our National Defense customers as well as Legal, Finance and Accounting and Sales Operations to build a best in class, sustainable business. As the leader of the vertical, it will also be important to help build our brand in the market by attending and key noting trade shows, events, and customer round tables.

• 10+ years experience of software sales experience, focusing on strategic account sales/management
• 7+ years of selling into the DoD and/or FSI vertical with 4+ years in a leadership role
• Strong relationships with government agencies, Solutions Partners, and Resellers
• Deep knowledge of government contracts and procurement vehicles
• Experience with achieving success in a customer‑first SaaS organization(s)
• You excel when engaging directly with government with a consultative, relationship‑oriented approach
• Experience using CRM, Pipeline Management, and Analytic tools
• Motivated and inspired to coach and mentor selling professionals
• You are someone who wants to challenge the traditional Sales Model and improve sales processes.
• You love working cross‑departmentally, take the initiative to get stuff done, try new things and are willing to be an advocate and voice for the federal government business
• Experience transitioning customers from traditional “on premise” deployment models to cloud first
• Experience rolling out new deployment options for the highly regulated National Defense vertical such as Impact Level 5 and Classified Cloud
• Entrepreneurial spirit combined with experience navigating the cross‑departmental ecosystem of a larger, matrix organization

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: $249,300 - $303,600
• Zone B: $224,100 - $273,240
• Zone C: $207,000 - $251,988

This role may also be eligible for benefits, bonuses, commissions, and equity. Please visit for more information on which locations are included in each of our geographic pay zones. However,…