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Atlassian Logo Atlassian · Sales

Director of National Security Sales

United States Employment contract 207000.00 - 303600.00 USD / Year · Job Posted December 05, 2025
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Job Description

As the Director of National Security Sales you will be responsible for our growth targets in the Department of Defense, Federal System Integrator and Defense Industrial Base vertical. You will help build and evolve our GTM motion specific to this sector and work closely with our channel team to define best in class engagement throughout the entire customer journey. You will also build and nurture deep relationships with our solutions partners that will enable us to continuously learn the needs of our customers and expand our partnerships. You will also partner with other internal stakeholders in product and engineering to help shape the future roadmap for our National Defense customers as well as Legal, Finance and Accounting and Sales Operations to build a best in class, sustainable business. As the leader of the vertical, it will also be important to help build our brand in the market by attending and key noting trade shows, events, and customer roundtables.

Job Responsibility

  • Responsible for growth targets in the Department of Defense, Federal System Integrator and Defense Industrial Base vertical
  • Help build and evolve our GTM motion specific to this sector
  • Work closely with our channel team to define best in class engagement throughout the entire customer journey
  • Build and nurture deep relationships with our solutions partners
  • Partner with other internal stakeholders in product and engineering to help shape the future roadmap for our National Defense customers
  • Partner with Legal, Finance and Accounting and Sales Operations to build a best in class, sustainable business
  • Help build our brand in the market by attending and key noting trade shows, events, and customer roundtables

Requirements

  • 10+ years experience of software sales experience, focusing on strategic account sales/management
  • 7+ years of selling into the DoD and/or FSI vertical with 4+ years in a leadership role
  • Strong relationships with government agencies, Solutions Partners, and Resellers
  • Deep knowledge of government contracts and procurement vehicles
  • Experience with achieving success in a customer-first SaaS organization(s)
  • Experience using CRM, Pipeline Management, and Analytic tools
  • Motivated and inspired to coach and mentor selling professionals
  • Experience transitioning customers from traditional “on premise” deployment models to cloud first
  • Experience rolling out new deployment options for the highly regulated National Defense vertical such as Impact Level 5 and Classified Cloud
  • Entrepreneurial spirit combined with experience navigating the cross-departmental ecosystem of a larger, matrix organization

Nice to have

  • You excel when engaging directly with government with a consultative, relationship-oriented approach
  • You are someone who wants to challenge the traditional Sales Model and improve sales processes.
  • You love working cross-departmentally, take the initiative to get stuff done, try new things and are willing to be an advocate and voice for the federal government business

What we offer

  • Health and wellbeing resources
  • Paid volunteer days
  • Bonuses
  • Commissions
  • Equity
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