Head of Demand Generation, DX

Responsibilities

• Demand Generation Strategy & Pipeline Growth
• Own the strategy and execution of DX's demand generation programs, with accountability for achieving ambitious pipeline creation targets.
• Build a predictable, scalable demand engine that supports our next phase of growth, moving beyond individual campaigns to an integrated, high-performing system.
• Develop and manage pipeline plans, forecasts, budgets, and performance targets across channels and programs.
• Identify the highest-impact growth opportunities, allocate resources accordingly, and continuously improve the efficiency of our investments.
• Partner closely with Sales leadership to align on target accounts, pipeline goals, conversion opportunities, and go-to-market priorities.
• Account-Based Marketing & Paid Acquisition
• Build a smart, focused, and scalable account-based marketing strategy that drives meaningful engagement and qualified pipeline from our highest-value accounts.
• Develop and optimize our paid acquisition strategy across LinkedIn, search, and other relevant channels, with an emphasis on measurable ROI.
• Bring a strong understanding of enterprise buying behavior and how to engage multiple stakeholders throughout complex sales cycles.

Requirements

• You've built and scaled demand generation at a high-growth B2B SaaS company. You've held a meaningful leadership role during a period of significant revenue growth, ideally at or beyond $100M ARR. You can point to specific strategies you developed, decisions you made, teams you built, and business outcomes you drove.
• You're a builder, not just an optimizer. You're excited by the opportunity to create something that doesn't fully exist yet. You know how to bring structure and sophistication to a fast-growing organization without introducing unnecessary complexity or bureaucracy.
• You think like a revenue leader. You understand enterprise SaaS economics, pipeline forecasting, conversion rates, acquisition efficiency, and how marketing investments translate into revenue. You're comfortable working directly with Sales and executive leadership on business performance.
• You're deeply experienced in modern demand generation. You have a strong command of ABM, paid acquisition, lifecycle marketing, integrated campaigns, and funnel optimization. You know what excellent execution looks like and can distinguish meaningful growth drivers from marketing activity that simply looks impressive.
• You combine analytical rigor with excellent instincts. You use data to inform decisions, but you don't need perfect information to move forward. You seek input, develop a point of view, make decisions confidently, and take responsibility for the outcomes.
• You're strategic and hands-on. You can develop a multi-year growth strategy and also get into the details of campaign performance, targeting, conversion, and execution. You know when to delegate, when to challenge assumptions, and when to roll up your sleeves.
• You're a strong cross-functional leader. You know how to influence Sales, SDRs, Product Marketing, Events, and executive stakeholders. You build trust through sound judgment, clear communication, and a track record of delivering results.
• You have exceptionally high ownership. You don't wait to be told what needs to happen. You identify opportunities and problems, bring forward solutions, and drive initiatives through to completion. You're comfortable operating with autonomy and being accountable for ambitious goals.

Preferred

• In your first 12 months, you'll have:
• Built and begun scaling a clear, data-driven demand generation strategy tied directly to DX's pipeline and revenue goals.
• Established a predictable operating model for pipeline planning, forecasting, measurement, and optimization.
• Launched or significantly improved our ABM, paid acquisition, and lifecycle marketing programs, with measurable improvements in pipeline contribution and efficiency.
• Strengthened the connection between Marketing and SDRs, improving lead quality, follow-up, and conversion into qualified opportunities.
• Created a more integrated approach to campaigns, content distribution, and events, ensuring our strongest marketing assets consistently generate demand.
• Identified and activated meaningful growth opportunities through Atlassian and other strategic partners.
• Built the team and organizational capabilities needed to support continued growth.
• Most importantly, you'll have made DX's demand generation engine meaningfully more effective, predictable, and scalable, and established the foundation for the next several hundred million dollars in ARR.

Benefits

• 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 .