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.