Account Executive, Public Sector - National Security

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.

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 like NASA, Department of Veterans Affairs, Air Force, many State and Local Governments and the largest Federal Systems Integrators to advance humanity through the power of software and collaboration. We have over 250,000 customers worldwide, and our Public Sector Enterprise Advocates are working with our largest and most strategic customers in government to scale their investments in Atlassian.

Atlassian's National Security (NatSec) team is looking for a driven Account Executive to own and grow a territory of small-to-midsize Federal Systems Integrators (SIs) while also selling directly into Financial Services & Insurance (FSI) accounts and selling through SIs into large government programs. This is a quota-carrying, full-cycle sales role where you'll manage pipeline from prospecting through close, working closely with our broader Public Sector team to expand Atlassian's footprint across the defense and intelligence community.

Responsibilities

• Own a defined territory of SMB-tier Federal Systems Integrators and FSI accounts, managing the full sales cycle from prospecting to close
• Sell through SIs into large government programs, building relationships that unlock indirect revenue opportunities
• Drive expansion within existing accounts through Enterprise License Agreements (ELAs) and Data Center product line growth
• Identify and qualify AGC (Atlassian Government Cloud) opportunities as they become available for your accounts
• Build and maintain pipeline through outbound prospecting, partner engagement, events, and inbound lead follow-up
• Collaborate cross-functionally with Solution Engineers, Channel/Partner teams, Legal (including Public Sector Commercial Legal), and Customer Success to deliver value and close deals
• Forecast accurately and maintain disciplined CRM hygiene in Salesforce
• Develop deep knowledge of the federal procurement landscape, contract vehicles, and compliance requirements relevant to your accounts

Qualifications

• 3+ years of experience in federal sales, preferably selling software or SaaS into the US federal government or defense industrial base
• Demonstrated ability to manage a territory, build pipeline, and close net-new and expansion business
• Familiarity with federal procurement processes, contract vehicles (GSA, GWACs, BPAs), and the SI ecosystem
• Strong communication and relationship-building skills across technical and executive stakeholders
• Self-starter mentality — comfortable operating with autonomy in a fast-paced, distributed team

It would be great if you also had:

• Active US security clearance (Secret or above) — current military reservists or National Guard members who maintain clearance through their unit are highly encouraged to apply
• Veteran status — we value the discipline, mission focus, and federal domain expertise that military service provides
• Experience selling collaboration, DevOps, or ITSM tools into government or defense accounts
• Familiarity with Atlassian's product portfolio (Jira, Confluence, Bitbucket, JSM)
• Understanding of IL4/IL5 compliance environments and FedRAMP authorization levels

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: $146,700 - $191,525

Zone B: $132,030 - $172,373

Zone C: $121,761 - $158,966

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.