DX Manager, SMB Sales

Atlassian is a fast-growing SaaS company that helps engineering leaders build high-performing teams. The DX Manager for SMB Sales will coach and develop a team of Account Executives, drive sales process improvements, and foster a culture of continuous learning.

Responsibilities:

• Coach and develop a team of SMB Account Executives to consistently hit and exceed their monthly and quarterly revenue targets
• Master the "Player-Coach" balance, jumping into high-stakes demos and negotiations to help your team close strategic opportunities
• Institutionalize the sales process, ensuring the team maintains rigorous pipeline discipline, accurate forecasting, and CRM hygiene
• Analyze performance data to identify bottlenecks in the sales funnel and implement tactical coaching plans for underperforming reps
• Drive Go-To-Market (GTM) improvements by synthesizing frontline customer feedback into actionable insights for Product and Marketing teams
• Build a culture of continuous learning, leading regular film reviews (call coaching), role-plays, and value-centric sales training
• Recruit and onboard top-tier talent, scaling the team while maintaining a high bar for excellence and culture fit

Requirements:

• 3-5+ years of B2B SaaS sales experience, with at least 1-2 years in a leadership or formal mentorship capacity (Team Lead or Manager)
• A proven track record of success, having consistently exceeded quotas as an individual contributor in an SMB or Mid-Market environment
• Experience in 'High-Velocity' sales, comfortable managing teams with shorter sales cycles and high deal volumes
• Experience navigating pilots/proof of concepts with prospects
• Exceptional communication skills, with the ability to command a room
• Deep familiarity with modern sales stacks (e.g., Salesforce, Gong, LinkedIn Sales Navigator, etc.)