Account Executive Manager, SMB+

Job title: Account Executive Manager, SMB+

About the Role

This role leads a high-performing SMB+ sales team to accelerate growth, drive expansion, and deliver exceptional customer value across Atlassian’s SMB accounts. It is a commission-based, quota-carrying leadership position focused on building scalable, AI-enabled sales motions and expanding opportunities with Teamwork Collection, Rovo, and broader tool consolidation. You will coach SMB Account Executives, manage pipeline, and partner across Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel to scale repeatable plays.

What You'll Do

• 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 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.

• What We're Looking For

• 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 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.

• Compensation & Benefits Base pay for new hires in the United States by geographic pay zone:

• Zone A: $133,600 - $174,492

• Zone B: $120,200 - $157,043

• Zone C: $110,900 - $144,828

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

• Benefits & perks include health and wellbeing resources, paid volunteer days, and more.

• You are trained on data up to October 2023.