Solutions Engineering Manager

Atlassian; New York (NY); On-site; USD 150,000 - 230,000; Full time

Job summary

At Atlassian, we are seeking a Senior Solutions Engineer Leader to recruit, mentor, and guide a world-class pre-sales team in New York. You will drive strategy for high-stakes deals, oversee POC programs, and partner with Sales Leadership to map technical capabilities to business outcomes.

You will standardize POC playbooks and pre-sales workflows, optimize resource allocation, and advocate for customers in cross-functional leadership forums. KPIs will guide performance toward revenue goals.

Qualifications

• 5+ years in Pre-Sales/Solutions Engineering with at least 2+ years in a formal leadership or team lead capacity.
• Proven track record of driving sales cycles and managing a volume of opportunities within mid-market or commercial accounts, partnering closely with sales teams to close deals efficiently.
• Experience building or refining scalable technical sales processes designed for speed and repeatability (e.g., rapid POC scoping documents, standardized technical discovery templates).
• Deep understanding of the SDLC, DORA metrics, and the SPACE framework; able to speak peer-to-peer with VP of Engineering, Director of Engineering, or CTO.
• Exceptional ability to present to technical leaders and business decision-makers, quickly pivoting between technical details and fast time-to-value business outcomes.
• Ability to manage technical objections and efficiently navigate security or architecture reviews to keep deals on track.

Responsibilities

• Team Development: Recruit, onboard, and mentor a world-class team of Solutions Engineers.
• Pre-Sales Strategy & Deal Support: Act as a player-coach on high-stakes opportunities with Account Execs and Sales Leadership.
• Process Optimization: Standardize and scale POC playbooks, demos, and pre-sales workflows to improve efficiency.
• Resource Allocation: Deploy SEs across a high-velocity pipeline, balancing workloads with deal requirements.
• Cross-Functional Advocacy: Represent the customer voice in leadership meetings; align roadmap with technical friction and market trends.
• Performance Metrics: Define and track KPIs for the SE team to ensure alignment with revenue targets.

Skills

Leadership & Strategy

Commercial Expertise

Operational Mindset

Technical Depth

Consultative Skills

Stakeholder Management

Conflict Resolution

Job description

Team Development: Recruit, onboard, and mentor a world-class team of Solutions Engineers. Foster a culture of technical excellence, consultative selling, and continuous learning.

Pre-Sales Strategy & Deal Support: Act as a player-coach on high-stakes opportunities. Partner closely with Account Executives and Sales Leadership to drive overall deal strategy, provide strategic oversight on Proof-of-Concepts (POCs), and ensure the team is effectively mapping DX capabilities to commercial business outcomes.

Process Optimization: Standardize and scale POC playbooks, custom demo environments, and pre-sales workflows to improve team efficiency, shorten sales cycles, and increase win rates.

Resource Allocation: Manage the deployment of SEs across a high-velocity commercial pipeline, balancing workloads effectively while aligning technical expertise with specific deal requirements.

Cross-Functional Advocacy: Serve as the voice of the customer in leadership meetings. Partner with Sales, Product, and Engineering to prioritize roadmap items based on technical friction and market trends identified during the sales cycle.

Performance Metrics: Define and track key performance indicators (KPIs) for the SE team to ensure alignment with revenue targets and commercial sales goals.

Qualifications:

Leadership & Strategy: Experience: 5+ years in Pre-Sales/Solutions Engineering, with at least 2+ years in a formal leadership or team lead capacity. Commercial Expertise: Proven track record of driving sales cycles and managing a volume of opportunities within mid-market or commercial accounts, partnering closely with sales teams to close deals efficiently. Operational Mindset: Experience building or refining scalable technical sales processes designed for speed and repeatability (e.g., rapid POC scoping documents, standardized technical discovery templates).

Technical Depth: Engineering Context: Deep understanding of the SDLC, DORA metrics, and the SPACE framework. You should be able to speak peer-to-peer with a VP of Engineering, Director of Engineering, or CTO. Modern Stack: Familiarity with APIs, SQL, and Git workflows. While you may not be coding daily, you must be able to review the technical solution designs and POC strategies of your SE team.

Consultative Skills: Stakeholder Management: Exceptional ability to present to technical leaders and business decision-makers, quickly pivoting between technical details and fast time-to-value business outcomes. Conflict Resolution: Ability to manage technical objections and efficiently navigate security or architecture reviews to keep deals on track without getting bogged down.

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.