At a Glance
- Tasks: Drive sales and build relationships with key UK public sector clients using Atlassian's innovative solutions.
- Company: Join Atlassian, a leader in team collaboration software with a strong focus on the public sector.
- Benefits: Enjoy flexible work options, health resources, paid volunteer days, and a supportive community.
- Other info: Be part of a dynamic team that values collaboration and personal growth.
- Why this job: Make a real impact by helping government organisations modernise their services with cutting-edge technology.
- Qualifications: 8+ years in enterprise software sales, especially within the UK public sector.
The predicted salary is between 60000 - 80000 £ per year.
Working at Atlassian, Atlassians 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. 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.
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
- Develop and implement strategic Account and Territory plans to maximise expansion opportunities across Atlassian's product portfolio, focusing 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
- 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.
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.
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.
Account Executive, Enterprise UKI Public Sector in London employer: Atlassian
Atlassian is an exceptional employer that champions flexibility and work-life balance, allowing employees to choose their work environment—be it remote, in-office, or a hybrid model. With a strong commitment to employee growth, a collaborative culture that celebrates teamwork, and a focus on meaningful contributions to the UK Public Sector, Atlassian provides a unique opportunity for professionals to thrive while making a significant impact on public services. The company also offers a comprehensive range of benefits, including health resources and paid volunteer days, ensuring that employees feel supported both personally and professionally.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive, Enterprise UKI Public Sector in London
✨Leverage Local Networking Events
Field sales is all about building relationships, so look out for local networking events or industry meetups. These gatherings are prime spots for making connections with potential clients and employers. Bring your A-game and chat about your experiences—first impressions matter!
✨Showcase Your Sales Success Stories
Prepare a couple of solid success stories from your past experiences in sales to share during interviews. Think about specific targets you hit or ways you went above and beyond for your clients. Don't be shy—these stories help illustrate your value to Atlassian as a field sales pro!
✨Scout Out the Competition
Research potential competitors for Atlassian and tailor your approach based on what you find. Understanding their sales strategies will not only help you in interviews, but also give you better talking points when you connect with current employees or industry pros on platforms like LinkedIn.
✨Apply Through Our Website
We know that applying through job boards is tempting, but hitting up Atlassian’s website directly can show your genuine interest. Plus, you might find some hidden gems or roles that haven't been advertised yet. So, make it a priority to check it out!
We think you need these skills to ace Account Executive, Enterprise UKI Public Sector in London
Some tips for your application 🫡
Show Off Your Sales Savvy:For a field-sales role like this one at Atlassian, highlight your previous sales experience prominently on your CV. Use specific numbers to showcase your achievements—think along the lines of 'exceeded sales targets by 20%' or 'expanded client base by 50%'. We want to see your skills in action!
Tailor Your Cover Letter:Your cover letter should reflect not just your enthusiasm for the role at Atlassian, but also your understanding of the field sales landscape. Talk about what strategies you've successfully employed in past positions and how they could translate to success in this new role. This is your chance to shine!
Emphasise Interpersonal Skills:Field sales isn't just about the sale—it's about building relationships. Make sure to highlight your communication and negotiation skills in your application materials. We’re all about someone who can connect with clients, so weave those soft skills into your CV and cover letter.
Proof of Performance:If you have any sales certifications or training, definitely include those in your application. They add credibility and show your commitment to growing your sales skills. We believe in the power of ongoing development, so don’t hesitate to include those details to stand out to us at Atlassian.
How to prepare for a job interview at Atlassian
✨Show Off Your Sales Savvy
Prepare for the interview by brushing up on your knowledge of key sales techniques and terminologies. We can expect to dive into your past sales experiences, so be ready to discuss your approach to prospecting, closing deals, and managing client relationships. A few solid examples of your past successes could really make you stand out!
✨Know Your Product Inside Out
Having a solid understanding of the products or services that Atlassian offers is essential. We want to hear how you would convey the value of these to potential clients and address any common objections they might have. If you can tie your knowledge back to real-life scenarios, that'll make your answers even more compelling!
✨Flex Your Adaptability Muscles
As a full-time field-sales rep, your day can be unpredictable. Be prepared to share how you've adapted your sales strategies to different situations or client needs. We love to hear stories where you’ve had to think on your feet or adjust your pitch mid-meeting—this shows you’re not just a one-size-fits-all salesperson!
✨Plan Your Questions Wisely
At the end of the interview, we'll likely ask if you have any questions for us. Use this opportunity to ask about the sales team's culture and the tools you'll be using out in the field. This not only shows your genuine interest in Atlassian but also helps you get a feel for whether you’d thrive in that environment.
