Principal Revenue Enablement Readiness Manager - Solution Sales

Atlassian; Mountain View (CA); Remote; USD 176,000 - 229,000; Full time

Job summary

Atlassian seeks an experienced sales enablement leader to own readiness for Solution Sales Executives across multiple collections. You will diagnose gaps, design data-driven programs, and partner with product marketing to ensure effective launches and field adoption.

You will build proficiency, guide coaching, and enable modern seller workflows with AI tools to accelerate pipelines and improve win rates.

Qualifications

• 10+ years in sales enablement, sales readiness or a quota-carrying sales role, ideally in B2B SaaS.
• Experience enabling solution, specialist or overlay sellers who sell alongside account teams.
• A track record of programs that moved business metrics, and the data to show it.
• Fluency in a qualification or value-selling methodology such as MEDDPICC, Command of the Message or Challenger.
• Ability to learn a complex product portfolio quickly and explain it in the buyer's language.
• Strong facilitation and coaching skills, with sellers and with frontline managers.
• Comfort running several stakeholder groups at once, each with its own priorities and pace.
• Hands‑on use of AI tools to speed up your own work and your sellers' work.

Responsibilities

• Own the solution readiness strategy by defining core competencies, diagnosing pipeline and skill gaps using win/loss data and call recordings, and executing data-driven readiness plans tailored to assigned collections.
• Build deep solution & platform proficiency so SSEs articulate product value, navigate architectures, and identify cross-collection opportunities.
• Master value discovery & deal execution by embedding MEDDPICC and outcome-based selling into live opportunities.
• Accelerate onboarding to first deal by building learning paths, practice labs, and milestone assessments for faster pipeline generation.
• Land product launches & market updates by translating releases into field-ready plays, talk tracks, and hands-on practice.
• Enable modern seller workflows & AI by driving adoption of tools to speed up research, discovery prep, and collaboration.
• Scale through managers by providing coaching guides and deal clinics for 1:1s and cross-functional alignment.

Skills

Sales enablement

Solution sales

MEDDPICC

Challenger

Coaching

Cross-functional collaboration

AI tooling

Job description

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity.

Overview

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity.

Responsibilities

About the role

You’ll own readiness for Solution Sales Executives (SSEs) in at least two of our five collections, such as the Teamwork Collection, Strategy Collection or Service Collection. Each SSE team focuses deeply on one collection, so you’ll become the expert on what "ready" looks like for each one, and how that differs from team to team.

This isn't a content-production role. You’ll diagnose where SSEs are losing deals, build programs that close those gaps, and prove the impact in pipeline, win rate and ramp time. You’ll partner closely with SSE leaders, product marketing and the broader enablement team to ensure every launch, play and skill lands in the field.

This role combines hands-on program delivery with level 200 enablement—building sellers’ ability to explain solution capabilities, explore customer use cases, and confidently engage in deeper discovery conversations. You’ll help teams position their collections within a broader platform story, connecting immediate customer needs to opportunities for long-term value and expansion.

What You'll Do

Own the solution readiness strategy: Partner with Solution Sales leadership to define core competencies, diagnose pipeline and skill gaps using win/loss data and call recordings, and execute data-driven readiness plans tailored to your assigned collections.

• Build deep solution & platform proficiency: Equip SSEs with Level 200 technical and workflow knowledge, helping them articulate product value, recognize solution fit, navigate customer architectures, and identify cross-collection platform opportunities.
• Master value discovery & deal execution: Embed MEDDPICC and outcome-based selling into live opportunities—strengthening sellers’ ability to quantify business impact, conduct high-impact discovery, navigate economic buyers, and counter competitive alternatives.
• Accelerate onboarding to first deal: Partner with core enablement teams to build collection-specific learning paths, practice labs, and milestone assessments that ramp new SSEs and role-transitioners to pipeline generation faster.
• Land product launches & market updates: Translate product marketing releases into field-ready plays, talk tracks, and hands‑on practice, enabling SSEs to confidently position new capabilities within weeks of launch.
• Enable modern seller workflows & AI: Drive adoption of modern sales tooling and approved AI workflows to accelerate account research, discovery prep, and opportunity collaboration.
• Scale through managers & cross-functional alignment: Equip frontline SSE managers with coaching guides and deal clinic frameworks to reinforce learning in 1:1s, while aligning with AEs, SEs, and Customer Success on cohesive multi-threaded account execution.
• Measure and refine business impact: Partner with Revenue Operations and sales leadership to track readiness outcomes against opportunity quality, win rates, conversion speed, and collection expansion.

What You'll Bring

• 10+ years in sales enablement, sales readiness or a quota-carrying sales role, ideally in B2B SaaS
• Experience enabling solution, specialist or overlay sellers who sell alongside account teams
• A track record of programs that moved business metrics, and the data to show it
• Fluency in a qualification or value-selling methodology such as MEDDPICC, Command of the Message or Challenger
• The ability to learn a complex product portfolio quickly and explain it in the buyer's language
• Strong facilitation and coaching skills, with sellers and with frontline managers
• Comfort running several stakeholder groups at once, each with its own priorities and pace
• Hands‑on use of AI tools to speed up your own work and your sellers' work

It's a plus if you have

• Familiarity with Atlassian’s collections, platform, and customer use cases.
• Experience selling or enabling a multi-product SaaS portfolio.
• Experience working in a specialist sales model alongside account executives and Solution Engineers.
• Experience supporting sellers across multiple regions or time zones
• Experience building proficiency assessments and practical, scenario-based learning and cerrification programs.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

This role may also be eligible for benefits, bonuses, commissions, and equity.

Pay Ranges

Role

In The United States or Remote, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

• Zone A: $175,500 - $229,125
• Zone B: $158,400 - $206,800
• Zone C: $145,800 - $190,350

Qualifications

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 .

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.