The Account Executive Team Lead will coach and develop a sales team drive expansion in SMB accounts manage pipeline using Salesforce and collaborate cross-functionally with teams to optimize sales strategies.

As an Account Executive Team lead (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 can balance data-driven execution strong sales coaching and the thoughtful use of AI and automation to help their team spend more time in high-value customer conversations.
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.
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 and JSM SSEs.
• Leverage AI-powered tools and automation to improve account prioritization call preparation quoting efficiency and overall rep productivity targeting a measurable reduction in manual workload.
• 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.
• 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 ability to develop and inspire high-performing sales teams with a focus on enablement performance management and career growth.
• 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.
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 & 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. To learn more visit go.atlassian.com/perksandbenefits .
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.
To learn more about our culture and hiring process visit go.atlassian.com/crh .