Account Executive, Enterprise Public Sector in London

Working at Atlassian, employees can choose where they work – whether in an office, from home, or a combination of the two. This is a remote, field sales position based in the UK. Atlassian works with over 300,000 customers worldwide, including NASA, IBM, Hubspot, Samsung, Booking.com, Heineken, IKEA, and Coca-Cola. The company is making significant investments into the UK Public Sector vertical, with a strong presence across central government, health, local government, blue lights, and defence.

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 while building new ones, collaborating with internal teams, Channel Partners, Solution Partners, Product Specialists, Solution Engineers, and hyperscalers (e.g., AWS) to ensure customer success.

Responsibilities:

• Develop and implement strategic Account and Territory plans to maximise expansion opportunities across Atlassian's product portfolio.
• Identify and qualify leads, build relationships with decision makers, 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.
• Navigate Crown Commercial Service (CCS) procurement frameworks, government spend controls, and the Technology Code of Practice.
• Serve as a critical liaison between Atlassian's product and engineering executives and government customers.
• 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.
• Travel to meet clients and attend industry events.

Qualifications:

• 8+ years of quota-carrying enterprise software sales experience, with a strong focus on UK public sector accounts.
• Strong relationships with UK Government departments, Arm's Length Bodies, Systems Integrators, and approved resellers.
• Deep knowledge of UK Government procurement frameworks and routes to market.
• 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 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.
• Experience using CRM, pipeline management, and analytics tools.
• 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 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.
• Background in some or all of Atlassian's products.
• 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.

Atlassian offers a wide range of perks and benefits designed to support you and your family. Our offerings include health and wellbeing resources, paid volunteer days, and more.

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. We believe that the unique contributions of all Atlassians create our success.