Head of AI Sales Strategy

We are looking for a visionary and execution-oriented Head of AI Sales Strategy to lead the go-to-market strategy for Rovo, Atlassian’s next-generation AI offering. This is a high-impact, cross-functional leadership role within the Sales & Success Strategy organization, focused on driving widespread Rovo adoption across our account base.

This role blends strategic acumen, analytical rigor, and builder instincts, with a strong emphasis on working cross-functionally across Sales, Success, Product, Marketing, and Engineering to design, pilot, and scale AI adoption playbooks and infrastructure. We’re looking for someone who has deployed AI/GenAI at scale with customers, understands AI buying dynamics, and knows how to make complex technology valuable and actionable across diverse customer segments.

Go-to-Market Leadership

• Build and own the Rovo GTM strategy for the mid-market: targeting, segmentation, messaging, success metrics, and expansion levers.

• Design AI-led customer journeys—from landing Rovo use cases to deploying search connectors and AI agents at scale.

• Partner with Sales and CS to embed Rovo adoption into core account and success motions (e.g., QBRs, expansion plays).

Insights & Analytics

• Define metrics for Rovo pipeline creation, attach rates, usage milestones, and account coverage.

• Lead data-driven reviews with Sales and CS leadership to optimize execution and drive accountability.

• Identify customer personas, usage patterns, and vertical use cases to shape motion refinement.

Program Design & Execution

• Build repeatable frameworks and tooling to enable AI conversations and deployments at scale (e.g., agent templates, playbooks, enablement).

• Partner with Marketing and PMM to create value propositions, content, and enablement assets.

• Coordinate with Engineering/Product on feedback loops to inform roadmap prioritization and adoption blockers.

Cross-Functional Stakeholder Leadership

• Be the connective tissue across GTM, Product, and Delivery orgs—ensuring tight alignment, fast learning cycles, and customer outcomes.

• Present regularly to CRO staff and executive leadership on adoption progress, insights, and blockers

What We're Looking For

• 8–12+ years of experience in Sales Strategy, GTM, Product Strategy, or equivalent hybrid roles in tech/SaaS.

• Proven track record of driving GenAI product adoption in a customer-facing or GTM capacity, especially in the mid-market or enterprise segments.

• Exceptional cross-functional leadership skills; able to influence without authority across Product, Sales, Success, and Marketing.

• Strong analytical mindset with experience in building scalable dashboards and insight engines.

• Bias for action and outcomes; thrives in ambiguity and fast-paced environments.

• Excellent communicator with an ability to simplify complex technology into business impact narratives.

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: $205,700 - $274,300

Zone B: $185,200 - $246,900

Zone C: $170,800 - $227,700

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.