Senior Manager, Strategic Sales | DX

Atlassian; San Francisco (CA); Remote; USD 247,000 - 322,000; Full time

Job summary

Atlassian seeks a senior leader to drive a remote Strategic Account Executive team in the US. You will coach reps, participate in key demos, and sharpen our sales processes to sustain high-velocity, strategic deals.

You will integrate frontline feedback to inform Product and Marketing, build a culture of continuous learning, and recruit top talent to sustain growth in a dynamic SaaS environment.

Qualifications

• 5+ years of B2B SaaS sales experience with leadership exposure.
• Proven track record of consistently exceeding quotas as an individual contributor.
• Experience with complex sales cycles and multi-stakeholder deals.
• Experience navigating pilots or proofs of concept with prospects.
• Exceptional communication, presentation, and influencing skills.
• Deep familiarity with modern sales stacks (Salesforce, Gong, LinkedIn Navigator).

Responsibilities

• Coach and develop a team of Strategic Account Executives to exceed targets.
• Master the 'Player-Coach' balance in high-stakes demos and negotiations.
• Institutionalize the sales process with pipeline discipline and forecasting.
• Analyze performance data to identify bottlenecks and coach reps.
• Drive GTM improvements from frontline feedback to Product/Marketing.
• Build a culture of continuous learning with regular coaching sessions.
• Recruit and onboard top-tier talent while upholding culture and standards.

Skills

Leadership experience

Quota attainment track record

Complex sales cycles

Pilots/POC navigation

Communication skills

Sales tech stacks knowledge

Tools

Salesforce

Gong

LinkedIn Sales Navigator

Job description

Overview

This role is to be hired remotely

DX is headquartered in Salt Lake City, Utah and is one of the fastest-growing SaaS companies globally. We help engineering leaders build high-performing, productive teams. DX collects millions of data points daily, powering insights into developer productivity and experience at companies like Pinterest, GitHub, BNY, Xero, and many more.

Our business has scaled profitably and grown rapidly—tripling annual recurring revenue in the last several years.

DX recently closed on its acquisition by Atlassian. By joining Atlassian, we will expand our resources, accelerate growth and R&D, and ultimately deliver greater impact to our customers.

What we value at DX:

Companies have all kinds of culture slides. At DX, we want to be very clear about what we care about and how we judge performance. For us, it all boils down to individual mastery, becoming the best at your craft. Those who exhibit this quality will thrive here and be unduly rewarded. We can’t control outcomes due to competitors, the economy, decision-makers, etc., but what we can control is doing our jobs at the highest level possible

Responsibilities

What you’ll do:

• Coach and develop a team of Strategic Account Executives to consistently hit and exceed their monthly and quarterly revenue targets.

• Master the "Player-Coach" balance, jumping into high-stakes demos and negotiations to help your team close strategic opportunities.

• Institutionalize the sales process, ensuring the team maintains rigorous pipeline discipline, accurate forecasting, and CRM hygiene.

• Analyze performance data to identify bottlenecks in the sales funnel and implement tactical coaching plans for underperforming reps.

• Drive Go-To-Market (GTM) improvements by synthesizing frontline customer feedback into actionable insights for Product and Marketing teams.

• Build a culture of continuous learning, leading regular film reviews (call coaching), role-plays, and value-centric sales training.

• Recruit and onboard top-tier talent, scaling the team while maintaining a high bar for excellence and culture fit.

You’re the kind of person who:

• Finds more joy in your team’s win than your own.

• Is a systems thinker—you don’t just solve a problem once; you build a process so it doesn't happen again.

• Leads by example, demonstrating the same grit, resourcefulness, and "bias for action" you expect from your team.

• Can deliver radical candor—you provide direct, empathetic feedback that helps people grow.

• Thrives in ambiguity, acting as a shock absorber for your team during rapid organizational changes.

• Is data-informed but people-driven, using metrics to guide conversations without losing sight of the human element of management.

• Possesses high emotional intelligence (EQ), navigating complex internal stakeholders and team dynamics with ease.

Pay Ranges

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

Zone A: $246,864 - $322,294

Zone B: $222,177 - $290,065

Zone C: $204,897 - $267,504

Qualifications

What we’re looking for:

• 5+ years of experience of B2B SaaS sales experience, with at least 2-4 years in a leadership or formal mentorship capacity.

• A proven track record of success, having consistently exceeded quotas as an individual contributor in an SMB or Mid-Market environment.

• Experience in complex sales cycles, comfortable managing teams with more complex sales cycles

• Experience navigating pilots/proof of concepts with prospects.

• Exceptional communication skills, with the ability to command a room.

• Deep familiarity with modern sales stacks (e.g., Salesforce, Gong, LinkedIn Sales Navigator, etc.).

Why you’ll love working here:

• You’ll be part of a high-performing leadership team that values collaboration, learning, and execution.

• High-impact ownership—you aren't just a cog in the wheel; you are the architect of your team's success.

• A culture that prizes mastery, ownership, and curiosity.