Senior Manager AI & Digital Natives

• Stand 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.

• 7+ 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 0-1 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.

• Experience 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.

What We Do

Atlassian creates teamwork solutions for high-performing teams. Our portfolio of collaboration and work management software products includes Jira Confluence Trello Loom and Rovo. More than 300000 businesses worldwide rely on Atlassian’s technology including 80 percent of Fortune 500 companies. Our solutions support various business teams and they help organizations plan track and deliver their biggest ideas together.

Why Work With Us

At Atlassian we believe we can accomplish so much more together than apart — which is why everything from our tooling — to our distributed workforce — to how our teams are structured is rooted in collaboration. Come join us and help unleash the potential of every team.

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