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About the Role
Lead a high-performing team focused on accelerating growth, driving expansion, and delivering exceptional customer experiences across Atlassian’s highest-potential SMB accounts. This commission-based, quota-carrying sales leadership role drives a proactive, growth-oriented, and platform-led sales model. You will coach and develop Account Executives to execute across inbound and outbound motions, identify and progress pipeline, and help customers realize greater value from Atlassian’s portfolio, including expansion plays and emerging motions.
Responsibilities
- Lead, coach, and develop a team of SMB Account Executives in a commission-based, quota-carrying environment, with clear accountability for pipeline creation, forecast accuracy, and total book of business growth.
- Drive execution across warm inbound and signal-based outbound motions, coaching reps to identify, qualify, and progress expansion opportunities across Teamwork Collection, Rovo, Premium/Enterprise upgrades, and tool consolidation plays.
- Own rigorous pipeline management and forecasting discipline in Salesforce, ensuring high data quality, strong inspection cadences, and early identification of risks and opportunities.
- Support team readiness for emerging growth motions through consultative discovery, value-based positioning, and partnership with Solutions Engineering.
- Design, build, and iterate on automated workflows, bots, and AI-assisted processes (e.g., lead routing, account scoring, call prep, quoting) that reduce manual workload and increase time in high-value customer conversations, owning the full lifecycle from identifying friction to deploying and measuring the solution.
- Collaborate cross-functionally with Marketing, Growth, RevOps, Product, and Channel to refine go-to-market plays, test new motions, and scale repeatable programs that improve conversion, retention, and expansion.
Requirements
- 3+ years of sales leadership experience with a strong track record of driving performance in a fast-paced, quota-carrying, commission-based environment.
- Demonstrated success coaching sellers in consultative, multi-product or platform sales, including structured qualification methodologies such as MEDDPICC for complex deals.
- Experience leading teams across both inbound and proactive outbound motions, with strong operational discipline in pipeline management, forecasting, and CRM hygiene (Salesforce preferred).
- Comfort using AI, automation, and modern sales tooling to improve seller efficiency, prioritization, and execution quality.
- Proven track record of building or co-building bots, automated workflows, or process improvements (e.g., Slack bots, CRM automations, AI-assisted outreach sequences) that drove measurable efficiency gains, with the ability to articulate the problem identified, solution designed, and business impact delivered.
- Excellent cross-functional collaboration skills, with the ability to partner effectively across Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel teams.
Skills
- AI
- Automation
- Salesforce
- MEDDPICC
- Consultative selling
- Platform sales
- Pipeline management
- Forecasting
- CRM hygiene
- Cross-functional collaboration
Location
- UK
- Remote
Work Type
- Remote
- Commission-based
- Quota-carrying
Experience Level
- 3+ years of sales leadership experience
Benefits
- Health and wellbeing resources
- Paid volunteer days
About the Company
- Atlassian's 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.
Equal Opportunity
- 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.