Inside Sales Manager, Southeast Asia

Atlassian; Manila; On-site; PHP 12,000,000 - 18,000,000; Full time

Job summary

Atlassian in Manila is seeking a senior sales leader to lead, coach, and develop a SEA inside sales hub for Core AEs and JSM overlays, driving pipeline creation, forecast accuracy, and strong customer outcomes across Indonesia, Malaysia, the Philippines, and Singapore.

You will build targeted plays for net-new accounts, manage cross-market forecasts in Salesforce, establish clear account ownership, and coach teams through MEDDPICC-based qualification and high-velocity plus consultative sales

Qualifications

• 3+ years of sales leadership in quota-carrying, commission-based environment.
• Firsthand knowledge of selling in Southeast Asia markets (Indonesia, Malaysia, Philippines, Singapore).
• Experience building a new sales motion or pilot from ground up, coaching sellers, and turning results into a scalable playbook.
• Proven ability to coach both high-velocity and consultative platform sales, including net-new acquisition and winbacks.
• Experience coordinating core account owners and product/solution specialists on shared opportunities; IT service management is a plus.
• Strong discipline in Salesforce pipeline inspection, forecasting, CRM hygiene, and measuring cross-territory conversion.
• Ability to coach across language and cultural differences; English essential; Bahasa Indonesia or Malay a plus.
• Track record using signals, AI, and automation to improve prioritization and efficiency.

Responsibilities

• Lead, coach, and develop a hub-based SEA inside sales team of Core AEs and JSM overlays, responsible for pipeline creation, conversion, and forecast accuracy.
• Build targeted inbound/outbound plays for net-new accounts, winbacks of entitlements, and free-to-paid conversion in 250+ knowledge-worker accounts.
• Establish clear account ownership, qualification standards, and co-selling cadences between Core AEs and JSM specialists to accelerate multi-product opportunities.
• Advise on discovery, value-based positioning, and structured qualification across a high-velocity portfolio, adapting to market differences across Indonesia, Malaysia, the Philippines, and Singapore.
• Inspect territory coverage and pipeline in Salesforce; manage cross-market forecasts and pilot performance by source, segment, conversion, deal size, and seller productivity.
• Test segmentation hypotheses, capture regional insights, and codify repeatable plays with Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel.
• Design signal-based prioritization, AI-assisted workflows, and automations to reduce manual work and improve seller time with customers.

Skills

Sales leadership

Forecasting

Pipeline management

Cross-functional collaboration

MEDDPICC knowledge

SEA market experience

Coaching sellers

English proficiency

Tools

Salesforce

Job description

• Lead, coach, and develop a hub-based SEA inside sales team of Core AEs and JSM overlays, with accountability for pipeline creation, conversion, forecast accuracy, and customer outcomes.

• Build targeted inbound and outbound plays for net-new accounts, winbacks of recently expired entitlements, and free-to-paid conversion in high-potential accounts with approximately 250+ knowledge workers.

• Establish clear account ownership, qualification standards, and co-selling cadences between Core AEs and JSM specialists to accelerate multi-product opportunities and IT service management adoption.

• Coach consultative discovery, value-based positioning, and structured qualification across a high-velocity portfolio, adapting plays to differences in customer needs, buying behavior, and cloud readiness across Indonesia, Malaysia, the Philippines, and Singapore.

• Inspect territory coverage and pipeline in Salesforce, manage cross-market forecasts and risks, and measure pilot performance by source, segment, conversion, deal size, and seller productivity.

• Test segmentation and prospecting hypotheses, capture regional insights, and codify repeatable plays with Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel to inform future scale.

• Design and iterate on signal-based prioritization, AI-assisted workflows, and practical automations that reduce manual work; measure whether they improve seller time with customers and sales outcomes.

• 3+ years of sales leadership experience in a quota-carrying, commission-based environment, ideally leading inside sales teams selling into one or more Southeast Asian markets.

• Firsthand knowledge of selling across Indonesia, Malaysia, the Philippines, or Singapore, with the judgment to adapt discovery and execution to market-specific buying dynamics; experience leading a Metro Manila–based or similarly distributed regional team is a strong advantage.

• Evidence of building a new sales motion or pilot from the ground up: testing segments, establishing outbound cadences, coaching sellers, and turning results into a scalable playbook.

• Success coaching both high-velocity and consultative platform sales, including net-new acquisition, winbacks, and free-to-paid conversion in assigned accounts; familiarity with structured qualification such as MEDDPICC for more complex deals.

• Experience coordinating core account owners and product or solution specialists on shared opportunities; IT service management is a plus.

• Strong operational discipline in Salesforce pipeline inspection, forecasting, CRM hygiene, and measuring conversion across multiple territories.

• Ability to coach and collaborate across language and cultural differences. English proficiency is essential; Bahasa Indonesia or Malay capability, or experience supporting multilingual sellers, is an advantage.

• A practical track record of using product signals, AI, and automation to improve seller prioritization and efficiency, with measurable business impact; strong cross-functional partnership with Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel.