Inside Sales Manager, Southeast Asia

Atlassian; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

Atlassian in the United States is seeking an experienced sales leader to lead, coach, and develop a hub-based SEA inside sales team of Core AEs and JSM overlays, accountable for pipeline creation, conversion, forecast accuracy, and customer outcomes.

You will build targeted inbound and outbound plays for net-new accounts, winbacks, and free-to-paid conversion across Indonesia, Malaysia, the Philippines, and Singapore, while establishing clear ownership and cadences to accelerate multi-product

Qualifications

• 3+ years of sales leadership experience in a quota-carrying environment, ideally leading inside sales teams in SEA markets.
• Experience selling across Indonesia, Malaysia, the Philippines, or Singapore with regional adaptability.
• Proven track record of building scalable sales motions and pilots from the ground up.

Responsibilities

• 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, and free-to-paid conversion in high-potential accounts (250+ knowledge workers).
• Establish clear account ownership, qualification standards, and co-selling cadences to accelerate multi-product opportunities.
• Coach discovery, value-based positioning, and structured qualification across a high-velocity portfolio across SEA markets.
• 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, codify repeatable plays with cross-functional teams to inform scale.
• Design AI-assisted workflows and automations to reduce manual work and improve seller time with customers.

Skills

Sales leadership

Quota carrying

Inside sales

Regional market knowledge

Coaching

MEDDPICC knowledge

Forecasting

Cross-functional collaboration

Salesforce

Tools

Salesforce CRM

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.