Senior Manager, AI & Digital Natives (San Francisco)

OverviewWorking at AtlassianAtlassians 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.About the TeamAtlassian is building a dedicated AI & Digital Natives motion focused on the fastest-growing AI-native and digital-native companies. These companies behave differently from traditional buyers: they move quickly, expect relevance, value technical credibility, consume Atlassian software differently through patterns like MCP and CLI, and respond to signal-based engagement rather than generic outreach.The Manager for AI & Digital Natives is a people-management role on the AI & Digital Natives team within High Velocity Sales, reporting to the Head of AI & Digital Natives / Head of High Velocity Sales. This leader will be accountable for building the team, go-to-market motion, and commercial strategy required to win in a fast-moving segment where product-led sales, sales-led human touch points before landing, ecosystem influence through VCs and accelerators, and signal-based selling matter more than traditional territory management.This is not a legacy people-manager role. The leader in this seat will build a high-performance motion from the ground up, bringing together sales talent, AI-powered GTM systems, Growth Platform capabilities, and cross-functional partnerships to create a scalable blueprint for how Atlassian engages technical startups and emerging AI & Digital Native companies. The Manager will also be a strong influencer in the creation of the AI GTM tech stack.ResponsibilitiesStand up and lead a high-performing team focused on greenfield AI and digital-native accounts globally.Create clarity in an ambiguous environment by turning strategy into clear operating priorities, territories or books of business, success metrics, and business hygiene.Shape the day-to-day motion for how Atlassian sources, prioritizes, engages, and converts AI-native prospects into pipeline and closed revenue.Hire, develop, and coach a team capable of selling into technical founders, startup operators, CTOs, and modern developer or IT buying groups.Raise the quality bar on discovery, commercial storytelling, multi-threading, and value articulation for a fast-scaling technical audience.Help Account Executives and Inside Sales Representatives use AI-generated insights, intent signals, and account context to improve relevance and conversion.Build a culture of high standards, fast feedback, experimentation, and measurable learning.Act as the business leader connecting field execution with Systems & Tools, SalesOps, Growth Platform, AI Innovation, Marketing, and Product stakeholders.Provide clear business requirements for the AI GTM stack, ensuring workflows support top-of-funnel efficiency, lead quality, speed to engagement, and clean handoffs to human sellers.Collaborate closely with the AI GTM Engineer and adjacent teams to refine prompts, workflows, routing logic, account scoring, and sales-assist surfaces.Leverage Salesforce as the trusted system of record while enabling connected workflows across the broader GTM stack.Establish the operating cadence for inspecting funnel health, outreach quality, conversion points, and rep productivity.Run and sponsor rapid experiments across segmentation, messaging, channels, offers, timing, and handoff models.Use performance data to continuously refine ICP definitions, prioritization logic, and team focus.Identify what is working in AI Natives and convert those insights into scalable plays for broader SMB and velocity segments over time.Bring outside-in insight on AI-native startup needs, competitive dynamics, commercial friction points, and buying behavior.Feed actionable insights back into Product Marketing, Pricing, Partnerships, and Growth Platform teams to strengthen Atlassian's position in the segment.Help shape offers and value propositions relevant to emerging companies, including startup-friendly entry points and ecosystem motions.Qualifications7+ years of experience in SaaS sales, GTM leadership, startup sales, or a related commercial leadership role, with people-management experience required.Experience leading high-velocity, greenfield, or startup-focused sales motions.Deep understanding of AI GTM motions, including PLG-assisted sales, signal-based prospecting, ontology, and propensity models.Demonstrated ability to build process and operating rigor in a 01 or highly ambiguous environment.Strong cross-functional leadership skills, with the ability to align Sales, Ops, Systems, Product, and technical stakeholders.Data fluency and comfort using dashboards, funnel metrics, experimentation, and performance insights to drive action.Excellent coaching ability with a track record of improving seller quality, accountability, and outcomes.What Sets You ApartExperience selling to AI-native, developer-first, startup, or digital-native companies.Exposure to AI-assisted selling, GTM automation, or adjacent tooling ecosystems.Familiarity with Atlassian products and the technical or IT buyer journey.Experience working in partnership with RevOps, Growth, or product-led organizations.Background scaling a new market motion across regions or segments.A builder mentality: you create structure where little exists and are energized by creating a motion from scratch.Commercial sharpness: you understand how to convert market insight into pipeline and revenue.An AI-first mentality: you are comfortable partnering with technical teams and adopting AI-enabled workflows.An operator mindset: you use metrics, cadences, and accountability to drive execution.A talent-magnet mindset: you attract and develop ambitious sellers who want to operate at the frontier of GTM.Cross-functional influence: you earn trust across business and technical teams and keep work moving despite ambiguity.CompensationAt 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: $170,100 - $222,081Zone B: $153,000 - $199,872Zone C: $141,100 - $184,327This role may also be eligible for benefits, bonuses, commissions, and equity.Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.Benefits & PerksAtlassian 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. To learn more, visit go.atlassian.com/perksandbenefits.About AtlassianAt 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.To learn more about our culture and hiring process, visit go.atlassian.com/crh.In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.Job SummaryCategory: Sales