Operating Models
Atlassian’s Blueprint for Selling with a Modern GTM
Purse strings have tightened in the tech industry, companies are laser-focused on efficiency, and as a result, go-to-market (GTM) teams are in flux. While no one is immune from post-pandemic challenges, we can find a silver lining by looking at the companies that have successfully adopted new approaches to selling. One such organization is Atlassian, whose fabled rep-free sales model landed them $2.8B in highly efficient revenue. While it is true there is no GTM role dubbed the “sales rep” or “account executive,” Chis Gengl, Head of strategy and analytics, helped me unpack how they staff their go-to-market to bring in massive enterprise deals in parallel with Atlassian’s legendary Product- Led-Growth (PLG) flywheel.
Aaron Sun
April 4, 2023
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