Readiness Enablement Manager - EMEA

Atlassian; Greater London; Remote; GBP 90,000 - 120,000; Full time

Job summary

Atlassian is hiring an Readiness Enablement Manager to equip the EMEA Mid‑Market sales teams with knowledge, skills, and tools to win new customers and expand relationships. You’ll partner with regional leaders to tailor programs for diverse markets, incorporating MEDDPICC into coaching, onboarding, and reinforcement.

You will drive core selling skills, enablement tooling, and AI-assisted workflows while aligning global programs with regional needs and market conditions.

Qualifications

• 8+ years of relevant experience in sales enablement, B2B sales, or sales leadership within a technology environment.
• Demonstrated experience applying value or outcome-based selling and connecting customer priorities to measurable business value.
• Strong facilitation and coaching skills with credibility among sellers and sales leaders.
• Familiarity with MEDDPICC and applying it to discovery, qualification, and deal progression.
• Experience working across countries, cultures, and time zones in EMEA.

Responsibilities

• Own the EMEA Mid‑Market readiness plan by partnering with regional sales leaders to identify capability gaps and priorities.
• Strengthen value- and outcomes-based selling and help sellers articulate measurable business value.
• Embed MEDDPICC into opportunity execution with coaching, reviews, and deal progression.
• Build core selling skills in prospecting, stakeholder engagement, objections handling, negotiation, and closing.
• Adapt global programs for EMEA and localize where needed to fit regional markets.
• Activate product and solution priorities into customer conversations and plays for Mid‑Market sellers.
• Accelerate onboarding and ramp with segment‑specific learning and milestones.
• Equip frontline managers with coaching guides and practice activities for team meetings and deal reviews.
• Drive tool proficiency and AI usage with Revenue Operations and Systems teams.

Skills

Sales enablement

MEDDPICC

Cross‑functional partnership

Facilitation skills

Coaching

Program management

Tools

Salesforce

Outreach

Salesloft

LinkedIn Sales Navigator

Gong

Job description

Overview

Atlassian is looking for a Readiness Enablement Manager to equip our EMEA Mid-Market sales teams with the knowledge, skills, and tools needed to win new customers, expand existing relationships, and drive sustainable growth.

As part of the Field Readiness team, you’ll partner with EMEA sales leaders to identify performance needs and translate business priorities into practical enablement. You’ll help sellers lead with customer outcomes, communicate measurable business value, and apply MEDDPICC to improve qualification and opportunity execution.

This role combines regional readiness planning with hands‑on facilitation, coaching, and program delivery. You’ll collaborate across Revenue Enablement and go-to‑market teams to connect onboarding, ongoing development, and manager‑led reinforcement, adapting global programs to the needs of EMEA’s diverse markets.

We can hire from anywhere in the United Kingdom for this role.

Responsibilities

What you’ll do:

• Own the EMEA Mid-Market readiness plan. Partner with regional sales leaders to identify capability gaps and prioritize enablement aligned to segment goals, business priorities, and field performance.
• Strengthen value and outcome-based selling. Equip sellers to uncover customer priorities, connect Atlassian’s solutions to measurable business outcomes, quantify value, and build compelling business cases.
• Embed MEDDPICC into opportunity execution. Partner with sales managers to reinforce MEDDPICC through discovery practice, opportunity reviews, and deal coaching. Help sellers validate metrics, engage economic buyers, develop champions, understand buying processes, and identify competitive and execution risks.
• Build core selling skills. Develop capabilities in prospecting, stakeholder engagement, objection handling, negotiation, and closing, helping sellers balance efficient execution with the complexity of each opportunity.
• Adapt global programs for EMEA. Partner with global enablement teams to tailor programs to regional customer needs, sales motions, and market conditions. Coordinate localization where needed and bring field insights into program development.
• Activate product and solution priorities. Translate global product and solution enablement into relevant customer conversations, acquisition and expansion plays, and practical application for Mid-Market sellers.
• Accelerate onboarding and ramp. Partner with the onboarding team to deliver segment‑specific learning, practice, and proficiency milestones for new hires and sellers transitioning into EMEA Mid‑Market.
• Equip frontline managers to reinforce learning. Provide coaching guides, call‑review frameworks, and practice activities that managers can use in team meetings, one‑to‑ones, and deal reviews.
• Drive tool proficiency and effective use of AI. Partner with Revenue Operations and Systems to deliver practical training, job aids, and workflow support for core sales tools and approved AI capabilities. Coordinate technical support with the appropriate owners and share emerging needs with the Learning Experience team.
• Measure and improve impact. Use proficiency assessments, field feedback, and performance data to refine programs. Partner with sales leaders and Revenue Operations to assess contributions to ramp time, pipeline quality, conversion, sales‑cycle efficiency, and expansion.

Qualifications

What we’re looking for:

• 8+ years of relevant experience in sales enablement, B2B sales, or sales leadership within a technology environment.
• Experience supporting Mid‑Market or commercial sales teams across new‑customer acquisition and account expansion.
• Demonstrated experience applying and coaching value or outcome-based selling, including connecting customer priorities to measurable business value.
• Strong working knowledge of MEDDPICC, with experience helping sellers apply it to discovery, qualification, and deal progression.
• Familiarity with EMEA sales environments and experience working across countries, cultures, and time zones.
• Strong facilitation and coaching skills, with credibility among sellers and sales leaders.
• Ability to translate performance data and field insights into focused, measurable enablement.
• Strong program management and cross‑functional partnership skills, balancing global consistency with regional relevance.
• Familiarity with sales technologies such as Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, and Gong, alongside practical experience applying AI to sales or enablement workflows.

It’s a plus if you have

• Direct experience selling into Mid‑Market accounts in EMEA.
• Familiarity with Atlassian’s products and customer use cases.
• Experience supporting partner‑assisted sales motions.
• Proficiency in an additional language relevant to the markets supported.