Senior Solutions Engineering Manager

Job title: Senior Solutions Engineering Manager

About the Role

Senior Solutions Engineering Manager to lead a high-performing team of Solutions Engineers who help Atlassian's largest customers realize measurable business value from the System of Work. This role combines hands-on deal guidance with building scalable, outcome-driven SE programs and collaborating across Sales, Product, Value Management, and Advisory teams.

What You'll Do

• Directly manage and grow a team of SEs supporting Mid-Market accounts

• Operate as a player–coach: staying close to deals and programs while building a scalable, outcome-driven SE practice

• Partner with Sales, Value Management, Product, and Advisory teams to win complex, multi-product deals and drive long-term customer outcomes

• Shape how we engage customers in your segment/geo, and contribute to global SE strategy and best practices

• Own multiple workstreams, drive medium-to-long-term strategy for your team, and be measured on team impact, people leadership, collaboration, and org-level impact

• Team Leadership & People Management

• Hire, onboard, and develop a diverse team of high-performing Solutions Engineers

• Set clear expectations and coach SEs on both attainment (quota / influenced revenue) and performance (quality of execution, behaviors)

• Build succession and growth plans; help SEs progress toward Principal SE or management tracks

• Foster a healthy, inclusive team culture aligned to Atlassian values; monitor and improve team health and engagement

• Customer & Deal Impact

• Align SE coverage and capacity to regional/segment revenue goals and territory plans

• Partner with AEs on account and opportunity strategy, ensuring SEs are engaged in the right deals at the right moments

• Ensure your team leads high-quality technical discovery, solution design, demos, POV/POVs, and executive presentations

• Drive consistent use of value-based selling and outcome-oriented narratives (business cases, ROI, past value delivered, roadmap sessions)

• Act as an executive-ready technical leader in key “tip-of-the-spear” cycles when needed

• Operational Excellence & Ways of Working

• Own team operating rhythm: forecasting, deal reviews, account planning, coverage models, and inspection of SE impact metrics

• Use data (pipeline influence, win rates, expansion, product mix, cycle time, activity signals) to optimize how the team spends time

• Standardize and continuously improve core SE motions: discovery frameworks, demo patterns, POV templates, security plays, RFP/RFI responses, etc.

• Partner with peer SE leaders to drive consistent execution globally while adapting to local market needs

• Cross-Functional Collaboration

• Partner tightly with: Sales leadership on segment strategy, territory design, and forecast health

• Value Management / VMO on business value assessments and exec-level ROI stories

• Product, Marketing, and Advisory / Services on feedback loops, field readiness, and solution commercialization

• Represent the SE point of view in regional GTM planning, QBRs, and strategic initiatives (e.g., AI / Rovo plays, Guard / security motions, cloud migration)

• Org-Level Impact

• Lead or contribute to programs that scale beyond your own team, such as playbooks for your segment, reusable demos and POV assets, or repeatable plays (health checks, strategy workshops, adoption programs)

• Process or tooling changes that improve SE productivity across the region or globally

• Actively share best practices, mentor other managers, and raise the bar for SE craft and management across the org

• What We're Looking For

• Significant experience in presales / solutions engineering or a closely related technical customer-facing role

• Proven track record as a people manager leading SE or technical consulting teams (typically 6–12+ ICs)

• Deep background in at least one of: Agile / DevOps, ITSM/ESM, enterprise work management, or adjacent solution domains

• Experience driving complex, multi-stakeholder deals with Enterprise or Strategic customers

• Skills & Capabilities: People Leadership; Technical & Solution Depth; Commercial & Strategic Acumen; Execution & Operations; Communication & Executive Presence

• Comfortable in forecast, pipeline, and coverage discussions; understands how SE motions impact revenue and margin

• Thinks in systems: connects customer outcomes to Atlassian’s System of Work, platform strategy, and product roadmap; data-driven decision making; strong CRM hygiene

• Excellent written and verbal communication; able to translate between business, technical, and value narratives; executive presence

• Compensation & Benefits

• Base pay ranges (USD) for new hires in the US: Zone A: 206,600 - 269,780; Zone B: 185,900 - 242,802; Zone C: 182,100 - 237,820

• This role may also be eligible for benefits, bonuses, commissions, and equity. Please visit the company website for more information on which locations are included in each pay zone.