Account Executive Manager, SMB

Atlassian; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Health & wellbeing resources

Paid volunteer days

Job summary

At Atlassian, lead a team of SMB Account Executives in a commission-based, quota-carrying environment focused on pipeline creation and book-of-business growth. Drive inbound and outbound motions, coach reps to qualify and progress expansion opportunities across Teamwork Collection, Rovo, Premium/Enterprise upgrades, and tool consolidation plays.

You’ll manage rigorous pipeline forecasting in Salesforce, ensure data quality, and identify risks early while partnering with Solutions Engineering and

Qualifications

• 3+ years of sales leadership experience in a quota-carrying environment.
• Experience coaching sellers in multi-product or platform sales and MEDDPICC.
• Experience leading inbound and proactive outbound motions with CRM hygiene.
• Comfort using AI, automation, and modern sales tooling to improve efficiency.
• Track record of building bots or automated workflows that increase efficiency.

Responsibilities

• Lead, coach, and develop SMB Account Executives with accountability for pipeline and growth.
• Drive motions across warm inbound and signal-based outbound opportunities.
• Own pipeline management and forecasting discipline in Salesforce.
• Support readiness for growth through consultative discovery and value positioning.
• Design and iterate on automated workflows and AI-assisted processes across lifecycle from discovery to measurement.
• Collaborate with Marketing, Growth, RevOps, Product, and Channel to scale programs.

Skills

Sales Leadership

Coaching

Pipeline Management

Forecasting

Salesforce

AI in Sales

Outbound Sales

Cross-functional Collab

Team Development

MEDDPICC

Automation

Bot Development

Tools

Slack

CRM Automations

Job description

• 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.
• Design, build, and iterate on automated workflows, bots, and AI-assisted processes (e.g., lead routing, account scoring, call prep, quoting) that reduce manual workload and increase time in high-value customer conversations, owning the full lifecycle from identifying friction to deploying and measuring the solution.
• 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.

• 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 for complex deals.
• 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 track record of building or co-building bots, automated workflows, or process improvements (e.g., Slack bots, CRM automations, AI-assisted outreach sequences) that drove measurable efficiency gains, with the ability to articulate the problem identified, solution designed, and business impact delivered.
• Excellent cross-functional collaboration skills, with the ability to partner effectively across Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel teams.

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.