Senior Manager, AI & Digital Natives

Job title: Senior Manager, AI & Digital Natives

About the Role Senior Manager, AI & Digital Natives will lead a new, high-velocity sales motion focused on AI-native and digital-native startups. This is a greenfield, people-management role building the team, GTM strategy, and commercial execution to win in a fast-moving segment, partnering with AI Innovation, Growth Platform, Marketing, and Product.

What You'll Do

• Stand up and lead a high-performing, globally distributed team targeting greenfield AI and digital-native accounts.
• Create clarity by turning strategy into operating priorities, territories, success metrics, and business hygiene.
• Shape day-to-day motion: sourcing, prioritizing, engaging, and converting AI-native prospects into pipeline and revenue.
• Hire, develop, and coach a team capable of selling to technical founders, startup operators, CTOs, and modern developer or IT buying groups.
• Raise the quality bar on discovery, storytelling, multi-threading, and value articulation for a fast-scaling technical audience.
• Help Account Executives and Inside Sales Representatives use AI-generated insights, intent signals, and account context to improve relevance and conversion.
• Build a culture of high standards, fast feedback, experimentation, and measurable learning.
• Act as the business leader connecting field execution with Systems & Tools, SalesOps, Growth Platform, AI Innovation, Marketing, and Product stakeholders.
• Provide clear business requirements for the AI GTM stack, ensuring workflows support top-of-funnel efficiency, lead quality, speed to engagement, and clean handoffs to human sellers.
• Collaborate with the AI GTM Engineer and adjacent teams to refine prompts, workflows, routing logic, account scoring, and sales-assisted surfaces.
• Leverage Salesforce as the trusted system of record while enabling connected workflows across the broader GTM stack.
• Establish the operating cadence for inspecting funnel health, outreach quality, conversion points, and rep productivity.
• Run rapid experiments across segmentation, messaging, channels, offers, timing, and handoff models.
• Use performance data to continuously refine ICP definitions, prioritization logic, and team focus.
• Identify what is working in AI Natives and convert those insights into scalable plays for broader SMB and velocity segments over time.
• Bring outside-in insight on AI-native startup needs, competitive dynamics, commercial friction points, and buying behavior.
• Feed actionable insights back into Product Marketing, Pricing, Partnerships, and Growth Platform teams to strengthen Atlassian's position in the segment.
• Help shape offers and value propositions relevant to emerging companies, including startup-friendly entry points and ecosystem motions.

What We're Looking For

• 7+ years of experience in SaaS sales, GTM leadership, startup sales, or a related commercial leadership role, with people-management experience required.
• Experience leading high-velocity, greenfield, or startup-focused sales motions.
• Deep understanding of AI GTM motions, including PLG-assisted sales, signal-based prospecting, ontology, and propensity models.
• Demonstrated ability to build process and operating rigor in a 0→1 or highly ambiguous environment.
• Strong cross-functional leadership skills, with the ability to align Sales, Ops, Systems, Product, and technical stakeholders.
• Data fluency and comfort using dashboards, funnel metrics, experimentation, and performance insights to drive action.
• Excellent coaching ability with a track record of improving seller quality, accountability, and outcomes.

Nice to Have

• Experience selling to AI-native, developer-first, startup, or digital-native companies.
• Exposure to AI-assisted selling, GTM automation, or adjacent tooling ecosystems.
• Familiarity with Atlassian products and the technical or IT buyer journey.
• Experience working in partnership with RevOps, Growth, or product-led organizations.
• Background scaling a new market motion across regions or segments.
• A builder mentality: you create structure where little exists and are energized by creating a motion from scratch.
• Commercial sharpness: you understand how to convert market insight into pipeline and revenue.
• An AI-first mentality: you are comfortable partnering with technical teams and adopting AI-enabled workflows.
• An operator mindset: you use metrics, cadences, and accountability to drive execution.
• A talent-magnet mindset: you attract and develop ambitious sellers who want to operate at the frontier of GTM.
• Cross-functional influence: you earn trust across business and technical teams and keep work moving forward.