Head of Enterprise Sales, Continental Europe
Overview
Atlassian is transforming. We are evolving from a product-led growth engine to a sophisticated, enterprise-grade transformation partner. We are transitioning our largest European customers from legacy infrastructure to a future powered by Cloud, Collections, and Rovo (AI). We are looking for a Head of Enterprise Sales for Continental Europe to lead this evolution. This is a second-line leadership role responsible for defining and executing the GTM strategy across DACH, France, Iberia, and Italy. You will lead a high-performing team of Sales Managers and Account Executives to deliver mission-critical business outcomes for the world’s most ambitious organisations.
Responsibilities
The Role: Strategic & Tactical Impact Transformational Leadership: You won't just manage a forecast; you will lead the shift from transactional selling to value-based, multi-product "Collection" selling. You will be the architect of our Cloud and AI (Rovo) adoption strategy across Continental Europe. Scale through People: Lead, coach, and develop a diverse team of five 1st-line Sales Managers. Your focus is on increasing talent density, fostering a culture of extreme ownership, and building the next generation of Atlassian leaders. Operational Excellence: Own the regional operating rhythm. You will drive forecast accuracy, pipeline health, and territory strategy with the discipline of a CRO. Ecosystem Synergy: Atlassian’s model is unique. You will master the balance of direct enterprise engagement and partner-led scale, ensuring seamless collaboration with our Solution Partners to maximise market coverage. Executive Advocacy: Act as the senior executive sponsor for our most strategic European accounts. You will anchor value narratives at the CIO/CTO level, positioning Atlassian as a core pillar of their digital transformation. Who You Are The Challenger: You don't just follow a playbook; you improve it. You have a proven track record of leading sales organisations through complex transitions (e.g., On-prem to SaaS, or Single-product to Platform). The Talent Magnet: You have a reputation for hiring and developing diverse, high-performing teams. You lead with situational intelligence and are committed to building an inclusive environment where different perspectives drive better outcomes. The Strategist: You understand the nuances of the Continental European market—from the Mittelstand in DACH to the enterprise giants in France and Southern Europe. The Expert: You are deeply proficient in MEDDPIC and value-based selling frameworks. You know how to separate signal from noise in a complex deal. The Culture Carrier: You lead with humility, transparency, and a "Team Anywhere" mindset. You are comfortable making hard trade-offs to optimise for long-term impact over short-term gains. Your First 90 Days Diagnose: Assess the current talent, pipeline, and partner landscape across DACH, France, and Iberia/Italy. Align: Establish a high-trust operating rhythm with your 1st-line managers and cross-functional peers (Marketing, Channel, RevOps). Execute: Identify the "Big Rocks"—the must-win Cloud migrations and Rovo early-adopter deals—and provide the executive air cover needed to close them.
Compensation
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. This role may also be eligible for benefits, bonuses, commissions, and equity.
Qualifications
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.