Principal Value Advisor - DACH Sales

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

We can hire this role from anywhere in Germany, The Netherlands and the United Kingdom.

As a Principal Value Management Advisor in Atlassian’s Value Management Office (VMO), you will lead strategic value engagements that shape the direction of Atlassian’s most critical customer relationships in the DACH region.

You will set the benchmark for value management craft, drive innovation at scale, and act as a thought leader and trusted advisor to senior executives—both within Atlassian and across our customer base.

Your influence will extend across teams, functions, and geographies, ensuring that Atlassian’s value proposition is clearly articulated in the most complex and high-stakes environments.

What you’ll do

• Build influential, personalized relationships with key decision-makers, shaping decision-making and driving for customer success.
• Analyze customer data to identify opportunities, create compelling business cases, and develop metrics to demonstrate and realize value.
• Demonstrate advanced discovery skills to uncover value drivers for customers to develop holistic, innovative solutions.
• Create and deliver compelling executive-level presentations and content, confidently engaging with C-level executives to drive alignment and support business cases.
• Contribute to the design and development of new VMO solutions and offerings, ensuring successful implementation and integration.
• Build trust and alignment across teams while serving as a trusted advisor to both sales leadership and customers.
• Develop and share thought leadership on Atlassian solutions and support field teams in value-based selling.

Your background

• Extensive experience in value management, consulting, or a related field, with a proven track record of leading complex, cross-functional projects.
• Deep expertise in financial modelling, business case development, and value articulation.
• Exceptional communication, storytelling, and executive engagement skills.
• Demonstrated ability to drive innovation, influence stakeholders, and foster collaboration across teams.
• Experience mentoring and developing others, with a commitment to knowledge sharing and continuous improvement.
• Fluency in English is required. German language skills are a plus.
• Relevant experience in the DACH region.

Travel up to 15-20% will be required for this role. Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.