Sales Manager, SMB

Sales Manager, SMB

Sales | Mountain View, United States or Remote | San Francisco, United States | Austin, United States

As the Account Executive Manager, SMB+, you will lead a high-performing team focused on accelerating growth, driving expansion, and delivering exceptional customer experiences across Atlassian's highest-potential SMB accounts. This is a commission-based, quota-carrying sales leadership role that reflects the evolution of our SMB+ motion toward a more proactive, growth-oriented, and platform-led sales model.

You will be responsible for coaching and developing a team of SMB Account Executives to execute across warm inbound and behavior-based outbound motions, identify and progress high-quality pipeline, and help customers realize greater value from Atlassian's portfolio. This includes leading expansion plays centered on Teamwork Collection, Rovo, and broader tool consolidation opportunities, while supporting emerging motions across AI and Digital Native accounts.

You will partner closely with cross-functional teams across Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel to improve sales efficiency, strengthen forecasting discipline, and scale repeatable plays that align customer needs with Atlassian's strategic priorities. Success in this role requires a leader who has personally built or operationalized AI-driven workflows, bots, and process automations that measurably improved sales efficiency, not just tools adoption. You'll be expected to architect and iterate on the systems your team uses daily, blending product signals, AI-driven workflows, and human selling into a cohesive motion.

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.

• 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.

Qualifications

• 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.

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 133200 - USD 173160

Zone B: USD 119700 - USD 155610

Zone C: USD 110700 - USD 143910

This role may also be eligible for benefits, bonuses, commissions, and equity.

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.

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.