Head of Performance Marketing - Lifecycle

Atlassian • San Francisco, CA

21h • $145,800 - $229,125 • Hybrid

About The Position

Overview 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. Responsibilities What You’ll Do Own the strategy for converting large and medium size flywheel customers into long-term Enterprise relationships Manage a team who develops lifecycle programs that includes light sales touch at at key moments plus higher-touch demand gen campaigns (buying team nurtures, content syndication, webinars, ABM-style outreach) to match customer need while the grow with Atlassian and move through their buyer journey Design and optimize PLG and lifecycle journeys across Jira, Confluence, Loom, and JSM—from free → paid to expansion (upsell, cross-sell, seat expansion) Build tight partnership with scaled and Enterprise sales: define PQL criteria, routing, and SLAs; jointly own pipeline and incremental ACV goals Use data, experimentation, and dashboards to prioritize investments and prove business impact Lead and grow a high-performing team and collaborate with Product Marketing, Growth, Sales, Marketing Ops, and Data Science Your Background 12+ years in B2B SaaS marketing; 7+ years in PLG/self-serve and lifecycle marketing Proven ownership of self-serve funnels from sign-up through activation and expansion across multiple products Hands-on lifecycle programs that drive expand motions (upsell, cross-sell, seat expansion) as well as traditional demand gen experience (lead generation through driving TOFU, MOFU & BOFU nurtures and programming) Significant experience partnering with Growth, Sales and Operations to turn PQLs into opportunities and revenue with clear SLAs and routing Strong analytical and experimentation mindset; comfortable with cohorts, A/B tests, hold outs attribution, and incremental ACV Experience with Marketo, Salesforce, SFMC and close partnership with Operations Nice to Have Experience in PLG and Enterprise sales motion Experience targeting SMB and commercial segments and building motions that graduate them into Enterprise tiers Why Atlassian Join us to turn massive self-serve demand into durable Enterprise growth at the intersection of product, marketing, data, and sales. If this sounds exciting, we’d love to hear from you. Qualifications 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: USD 175500 - USD 229125 Zone B: USD 158400 - USD 206800 Zone C: USD 145800 - USD 190350 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 .

Requirements

• 12+ years in B2B SaaS marketing; 7+ years in PLG/self-serve and lifecycle marketing
• Proven ownership of self-serve funnels from sign-up through activation and expansion across multiple products
• Hands-on lifecycle programs that drive expand motions (upsell, cross-sell, seat expansion) as well as traditional demand gen experience (lead generation through driving TOFU, MOFU & BOFU nurtures and programming)
• Significant experience partnering with Growth, Sales and Operations to turn PQLs into opportunities and revenue with clear SLAs and routing
• Strong analytical and experimentation mindset; comfortable with cohorts, A/B tests, hold outs attribution, and incremental ACV
• Experience with Marketo, Salesforce, SFMC and close partnership with Operations

Nice To Haves

• Experience in PLG and Enterprise sales motion
• Experience targeting SMB and commercial segments and building motions that graduate them into Enterprise tiers

Responsibilities

• Own the strategy for converting large and medium size flywheel customers into long-term Enterprise relationships
• Manage a team who develops lifecycle programs that includes light sales touch at at key moments plus higher-touch demand gen campaigns (buying team nurtures, content syndication, webinars, ABM-style outreach) to match customer need while the grow with Atlassian and move through their buyer journey
• Design and optimize PLG and lifecycle journeys across Jira, Confluence, Loom, and JSM—from free → paid to expansion (upsell, cross-sell, seat expansion)
• Build tight partnership with scaled and Enterprise sales: define PQL criteria, routing, and SLAs; jointly own pipeline and incremental ACV goals
• Use data, experimentation, and dashboards to prioritize investments and prove business impact
• Lead and grow a high-performing team and collaborate with Product Marketing, Growth, Sales, Marketing Ops, and Data Science

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees