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From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes

M&A Science

Release Date: 06/23/2025

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Sarah Hughes, Head of Corporate Development and Product Partnerships, Atlassian

Uncover the inside workings of Atlassian’s M&A strategy—from how Sarah’s team sources deals and aligns with product to the importance of relationship-building and a structured, founder-first integration approach. With over seven years of experience leading corporate development at Atlassian, Sarah shares practical lessons on building strategic pipelines, cultivating founder trust, and operationalizing successful integrations across Atlassian's global portfolio

Things you will learn:

  • Building long-term relationships with founders, even years before deals happen

  • Aligning product, venture, and partnership decisions under one roof

  • Atlassian’s approach to cultural diligence, integration planning, and transparency post-close

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Episode Chapters

  • 00:02:00 – Sarah’s path into corporate development via Google and Atlassian

  • 00:04:00 – Strategic rationale behind Trello and Loom acquisitions

  • 00:07:00 – Atlassian’s three M&A strategy pillars: roadmap accelerants, vacuums, and break-glass opportunities

  • 00:09:00 – How corp dev aligns with product: push-pull strategy and joint roadmaps

  • 00:12:30 – Centralizing M&A, ventures, and partnerships under one team

  • 00:15:30 – Using AI to accelerate sourcing, market mapping, and diligence

  • 00:19:00 – Loom case study: a 5-year founder relationship turned acquisition

  • 00:25:00 – Creating co-authored vision docs to align on integration and success metrics

  • 00:33:00 – How Atlassian handles cultural diligence and post-close attrition risk

  • 00:36:00 – Atlassian’s integration approach: open playbooks, IMO structure, and post-close planning

  • 00:42:00 – Where AI is driving efficiency across the deal lifecycle

  • 00:48:30 – Sarah’s advice to corp dev leaders on sourcing, alignment, and outside-in perspective

Questions, comments, concerns?
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