Global Head - Value Management Office

The Value Management Office (VMO) will expand Atlassian's impact beyond the current Business Value Advisory (BVA) team by introducing a Centralized team that drives scalable, standardized, and data-driven value engagement. This core team will develop ROI models, industry benchmarks, and enablement assets, working closely with Sales, Product, and GTM functions to elevate executive conversations and improve sales effectiveness. To meet the rising expectations of enterprise buyers and strengthen our ability to compete and win strategic deals, we will create a Value Engineering (VE) practice within the VMO. This function will complement our current Business Value Advisory (BVA) capabilities by bringing in quantitative rigor, scalable modeling, and technical value articulation across the customer lifecycle. Complementing this, a Digital Value Advisory (DVA) function will scale value messaging to mid-market and high-volume segments through self-service tools and digital workshops, in addition to extending and enabling the partner ecosystem with these Value oriented assets and tools. Together, this structure enhances consistency, extends reach, and drives measurable improvements in deal velocity, ACV, and win ratessupporting value delivery across the entire customer lifecycle.Atlassian is seeking a visionary and execution-driven leader to establish and scale our Value Management Office (VMO). As the Global Head of the VMO, you will own the global strategy, structure, and execution of a high-impact team that brings business value to life across the entire customer lifecycle. This function will expand beyond our current Business Value Advisory (BVA) foundation to include Value Engineering (VE) and Digital Value Advisory (DVA) capabilitieselevating how Atlassian positions and delivers measurable outcomes for our enterprise and mid-market customers.You will lead a centralized center of excellence that partners closely with Sales, Solution Engineering, Product, Customer Success, Sales Enablement, and the Partner ecosystem. This is a rare opportunity to shape a customer value strategy at global scale while driving meaningful outcomes for both Atlassian and our customers.Define and Lead Global Value StrategyDefine and drive the global vision, charter, and roadmap for the Value Management Office, aligned with Atlassian's GTM transformation.Own the vision, structure, and execution of the Customer Value Office, aligning across Sales, Product, Marketing, Customer Success, and Partner functions.Lead a multi-disciplinary team spanning BVA, VE, and DVA functions.Translate Atlassian's business and product strategy into value-led frameworks that drive customer decision-making and long-term outcomes.Position VMO as a strategic, cross-functional enabler of Atlassian's enterprise growth and GTM transformation.Scale Value Engagement for the FutureBuild and lead a high-performing global team across Business Value Advisory (BVA), Value Engineering, Digital Value Advisory (DVA), Methodology & Enablement, and Tools & Content development.Evolve value delivery to support high-volume, mid-market, and partner ecosystems through digitized value discovery, standardized frameworks, and automated recommendations.Establish scalable, repeatable value models and embed them into Atlassian's systems, sales motions, and partner platforms.Connect Pre-Sales Value to Post-Sales RealizationDefine and implement an end-to-end value lifecyclefrom initial discovery and ROI justification through implementation success, outcome tracking, and renewal/expansion.Partner with Customer Success, Renewals, and Advocacy to develop realization dashboards, QBR insights, and impact reporting.Lead cross-functional initiatives to close the gap between forecasted and realized value, turning insights into action for continuous improvement.Advance BVA Capabilities Through AI & Emerging TechnologiesLeverage AI, automation, and data science to power next-generation value discovery, benchmarking, and customer insights.Collaborate with internal AI teams and product stakeholders to embed AI-driven tools like Rovo AI into value frameworks and customer-facing tools.Champion the use of AI for enhancing personalized value engagements, opportunity identification, and scalable executive storytelling.Build the Intellectual Engine of Value at AtlassianDrive the development of ROI calculators, industry benchmarks, value playbooks, proposal templates, and success metricsall aligned to key customer pain points and outcomes.Create and manage a centralized repository of value-centric collateral that is easily consumable, measurable, and extensible across regions and segments.Serve as a thought leader and external evangelist, representing Atlassian's value approach at industry events, CxO briefings, and customer advisory boards.Field Enablement and Ecosystem AdoptionPartner with Sales Enablement and Solution Engineering to drive adoption of value assets and processes across the global field and partner network.Build and deliver enablement programs that upskill teams to lead with valueanchored in executive impact, business outcomes, and ROI articulation.Expand value capabilities through partner enablement, making it easier for our ecosystem to deliver consistent, high-impact value conversations.You will report to the Head of Solution Engineering and Customer Value at Atlassian. Travel up to 20-30% may be required for this role. Expect to travel ~4-6x per year to internal events like sales kickoffs and team events, of which ~1-2x per year could require international travel to other major geographies (ie. APAC or AMER). Expect customer-facing travel for onsite customer meetings as demand for in-person meetings grows.Required10+ years of experience in value consulting, value management, enterprise strategy, or management consulting, with a focus on B2B SaaS or digital transformation.8+ years of experience in leading global teams and scaling cross-functional strategic programs.Demonstrated success in building and deploying value frameworks and methodologies across the enterprise customer lifecycle.Deep expertise in financial modeling, ROI development, and executive business case creation.Experience with AI, automation, or data-driven tools that enhance customer engagement and strategic storytelling.Excellent executive communication, collaboration, and influence in highly matrixed organizations.Experience driving go-to-market transformation, including post-sale value tracking and outcome validation.PreferredStrategic thinker with operational excellence and a builder's mindset.Passionate about customer value, business outcomes, and enabling others to succeed.Comfortable navigating ambiguity and driving transformation in fast-paced, product-led environments.Empathetic leader who can motivate, develop, and scale a high-performing global team.Multilingual capabilities a plus (e.g., French, German, Spanish).Benefits & PerksAtlassian 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 AtlassianAt 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.