From PLG to Enterprise: Building $180M ARR in Strategic Sales with Steve Poncini
Join us for a Ask-Me-Anything session with Stephen Poncini, a 25+ year enterprise sales leader who helped architect Atlassian's evolution from PLG to enterprise sales powerhouse.
Drawing from his extensive experience scaling B2B software companies, Steve will share insights on building enterprise sales motion alongside product-led growth, creating successful ELA (Enterprise License Agreement) programs and navigating the complexities of enterprise customer relationships.
As the former VP of Strategic Accounts at Atlassian, where he grew his team to $180M ARR with consistent 30-50% year-over-year growth, Steve brings invaluable perspective on what it takes to successfully sell to and service large enterprise customers.
This small-group session (limited to 15 founders) will begin with a focused discussion on key enterprise sales challenges, followed by an open Q&A where you can dig into specific questions about:
Building and scaling enterprise sales teams
Transitioning from PLG to enterprise sales motion
Developing effective ELA (Enterprise License Agreement) programs
Breaking into enterprise accounts
Creating repeatable sales processes
Managing complex, multi-stakeholder deals
Whether you're just starting to explore enterprise sales or looking to scale your existing enterprise motion, this session offers a rare opportunity to learn from someone who has successfully navigated this journey at both high-growth startups and industry leaders.
About Stephen Poncini:
Stephen Poncini is an enterprise sales executive with over 25 years of experience scaling revenue at leading B2B software companies. Most recently, as VP of Strategic Accounts at Atlassian, he played a pivotal role in evolving the company's Product-Led Growth (PLG) model to include enterprise sales, leading a team that achieved $180M in annual recurring revenue (ARR) with 30-50% year-over-year growth over the last 4 years. During his 8-year tenure, he also built and led Atlassian's Enterprise License Agreement (ELA) program, growing it from inception to $33M ARR.
Prior to Atlassian, Poncini held senior sales leadership positions at GitHub, Zimbra, and BEA Systems, where he consistently demonstrated his ability to build and mentor high-performing teams across global markets. His expertise spans DevOps, collaboration software, and enterprise solutions, with a proven track record of driving customer excellence across technology, pharmaceutical, manufacturing, financial services, and government sectors.