Global Lead, AI Natives & Scaleups

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.

Your future team

Atlassian is seeking a Global Lead, Scaleups & AI Native Companies to build, roll out and expand the business unit dedicated to Scaleups and AI Natives Companies. This role will be pivotal in executing High Velocity GTM strategies, fueling monetization efforts across the market, and building the foundation for a scalable engagement model across all board areas to create a customer centric approach tailored for the specific needs of VC backed companies growing at an extremely fast pace.

The ideal candidate will partner closely with the Customer Success teams (Sales, Solution Experts, Strategy, Analytics, Revenue Operations, Enablement), as well as stakeholders across the organization (Product & Marketing), to define a tailor made and scalable strategy that will help set the long-term direction of the scaleups business. This individual should be strategic, a self-starter, driven, adaptable, highly organized, analytical, and have a strong sense of ownership. A strong understanding of the scaleup ecosystem, the AI emerging market and of Atlassian's processes and key multipliers is essential.

We are looking for someone who is excited about the opportunity to build a new sales motion from the ground up. This role is perfect for a dynamic individual who thrives in a fast-paced environment and is eager to shape the future of our business unit.

What you'll do

• Oversee and drive the initial analysis of the addressable market (TAM) for AI Natives and Scaleups companies, friction points, Ideal Customer Profiles (ICP) & associated Personas, and Product Market Fit (PMF) by leveraging key stakeholders in Strategy, Analytics, Product, Marketing, and GTM.
• Engage directly with customers and VCs to understand their specific needs and challenges, define the Unique Business Value (UBV) of Atlassian to create a specific offering tailored for the scaleups market with high focus on AI Native Companies.
• Build the business case for executive validation, including financial, HR, Product, Marketing, GTM and operational key recommendations
• Roll out in partnership with strategy the launch and execution, including creating and continuously improving the offering, running the GTM motion while constantly validating stickiness to the market (Customers, Prospects and VCs)
• Drive global expansion
• Monitor closely the funnel, including Demand Generation, Sales & Post Sales, and forecast revenue metrics
• Continuously identify monetization opportunities and drive change by working closely with cross-functional partners across analytics, finance, product, marketing, and sales.
• Act as a point of escalation to resolve complex customer problems and mitigate customer churn, focusing on retention and long-term engagement with Atlassian's solutions.
• Develop and nurture strong relationships with key decision-makers and stakeholders within customer organizations to drive successful sales outcomes.

On your first day, we'll expect you to:

• Have extensive experience or knowledge in sales, entrepreneurship, corporate strategy, business operations, or an equivalent field (competitive candidates typically have 10+ years of relevant experience).
• Be comfortable with ambiguity and able to delve into the details while engaging meaningfully on higher-level strategy.
• Be at the forefront of the AI technologies and business models
• Bring analytical rigor, drive to support decisions with data, and an ability to make data digestible to diverse audiences.
• Demonstrate strong executive presence and exceptional verbal/written communication skills to engage with Customers and VCs high-level executives
• Have a deep understanding of launching a sales motion in new markets.

It's great, but not required if you have:

• Experience managing high performance teams

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: $198,900 - $259,675

Zone B: $179,100 - $233,825

Zone C: $165,600 - $216,200

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.

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.

Client-provided location(s): San Francisco, CA, New York, NY, Flexible / Remote

Job ID: Atlassian-22027

Employment Type: OTHER

Posted: 2025-09-15T19:12:40