Solutions Engineering Manager

Atlassian; United States; Remote; USD 150,000 - 190,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Accommodations for local community

Job summary

Atlassian seeks a senior Solutions Engineer leader to recruit, onboard, and mentor a high-performance team of SEs. You will shape pre-sales strategy, partner with Account Executives to drive deals, and ensure PoC success with cross-functional buy-in.

You will standardize playbooks and workflows, optimize resource allocation, and set KPIs to align with revenue targets, while acting as the customer advocate in leadership reviews.

Qualifications

• Leadership & strategy experience in pre-sales/solutions engineering, with senior responsibilities.
• Proven track record driving sales cycles and coordinating with sales teams to close mid-market/commercial deals.
• Experience building scalable technical sales processes for speed and repeatability.

Responsibilities

• Lead and mentor a world-class Solutions Engineering team.
• Own pre-sales strategy and deal support with Account Executives and Sales Leadership.
• Standardize POC playbooks, demo environments, and pre-sales workflows.
• Allocate SE resources across a high-velocity pipeline while aligning with deal requirements.
• Advocate for customers in leadership meetings and influence roadmap prioritization.
• Define and track KPIs to ensure alignment with revenue targets.

Skills

Leadership

Strategy

Commercial experience

Operational mindset

Tools

APIs

SQL

Git workflows

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.