Solutions Engineering Manager | DX

Atlassian is a company that focuses on unleashing the potential of every team through their software products. The Solutions Engineering Manager will lead a team of technical advisors to drive the growth of the DX product, managing pre-sales strategies and collaborating with Sales, Product, and Engineering to meet customer needs.

Responsibilities:

• Team Development: Recruit, onboard, and mentor a world-class team of Solutions Engineers. Foster a culture of technical excellence, consultative selling, and continuous learning
• Deal Strategy & Support: Act as a player-coach on high-stakes deals. Provide strategic oversight on Proof-of-Concepts (POCs) and Pilots, ensuring the team is effectively mapping DX capabilities to Enterprise business outcomes
• Process Optimization: Standardize and scale technical sales playbooks, discovery frameworks, and demo environments to improve team efficiency and win rates
• Resource Allocation: Manage the distribution of SE resources across the Enterprise sales pipeline, balancing workload and aligning expertise with specific prospect needs
• Cross-Functional Advocacy: Serve as the 'Voice of the Customer' in leadership meetings. Partner with Product and Engineering to prioritize roadmap items based on technical friction identified during the sales cycle
• Performance Metrics: Define and track key performance indicators (KPIs) for the SE team, including POC success rates, technical win rates, and time-to-close

Requirements:

• 5+ years in Pre-Sales/Solutions Engineering, with at least 2+ years in a formal leadership or team lead capacity
• Proven track record of navigating complex, multi-stakeholder sales cycles within Fortune 500 accounts
• Experience building or refining technical sales processes (e.g., POC scoping documents, technical discovery templates)
• Deep understanding of the SDLC, DORA metrics, and the SPACE framework
• Familiarity with APIs, SQL, and Git workflows
• Exceptional ability to present to C-suite stakeholders, pivoting between deep technical details and high-level business value
• Ability to manage technical objections and navigate 'hard no's' from prospect security or architecture teams