Note: The job is a remote job and is open to candidates in USA. Atlassian is a company focused on unleashing the potential of every team through its software products. The Account Executive Manager, SMB+ will lead a team to drive growth and enhance customer experiences across SMB accounts, while collaborating with various cross-functional teams to optimize sales strategies.
Responsibilities
- Lead, coach, and develop a team of SMB Account Executives in a commission-based, quota-carrying environment, with clear accountability for pipeline creation, forecast accuracy, and total book of business growth
- Drive execution across warm inbound and signal-based outbound motions, coaching reps to identify, qualify, and progress expansion opportunities across Teamwork Collection, Rovo, Premium/Enterprise upgrades, and tool consolidation plays
- Own rigorous pipeline management and forecasting discipline in Salesforce, ensuring high data quality, strong inspection cadences, and early identification of risks and opportunities
- Support team readiness for emerging growth motions through consultative discovery, value-based positioning, and partnership with Solutions Engineering
- Design, build, and iterate on automated workflows, bots, and AI-assisted processes (e.g., lead routing, account scoring, call prep, quoting) that reduce manual workload and increase time in high-value customer conversations, owning the full lifecycle from identifying friction to deploying and measuring the solution
- Collaborate cross-functionally with Marketing, Growth, RevOps, Product, and Channel to refine go-to-market plays, test new motions, and scale repeatable programs that improve conversion, retention, and expansion
Skills
- 3+ years of sales leadership experience with a strong track record of driving performance in a fast-paced, quota-carrying, commission-based environment
- Demonstrated success coaching sellers in consultative, multi-product or platform sales, including structured qualification methodologies such as MEDDPICC for complex deals
- Experience leading teams across both inbound and proactive outbound motions, with strong operational discipline in pipeline management, forecasting, and CRM hygiene (Salesforce preferred)
- Comfort using AI, automation, and modern sales tooling to improve seller efficiency, prioritization, and execution quality
- Proven track record of building or co-building bots, automated workflows, or process improvements (e.g., Slack bots, CRM automations, AI-assisted outreach sequences) that drove measurable efficiency gains, with the ability to articulate the problem identified, solution designed, and business impact delivered
- Excellent cross-functional collaboration skills, with the ability to partner effectively across Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel teams
Benefits
- Benefits, bonuses, commissions, and equity
- Health and wellbeing resources
- Paid volunteer days
Company Overview
Company H1B Sponsorship