Senior Manager, AI & Digital Natives

Working at Atlassian

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About the Team

Atlassian is building a dedicated AI & Digital Natives motion focused on the fastest-growing AI-native and digital-native companies. These companies behave differently from traditional buyers: they move quickly expect relevance value technical credibility consume Atlassian software differently through patterns like MCP and CLI and respond to signal-based engagement rather than generic outreach.

The Manager for AI & Digital Natives is a people-management role on the AI & Digital Natives team within High Velocity Sales reporting to the Head of AI & Digital Natives / Head of High Velocity Sales. This leader will be accountable for building the team go-to-market motion and commercial strategy required to win in a fast-moving segment where product-led sales sales-led human touch points before landing ecosystem influence through VCs and accelerators and signal-based selling matter more than traditional territory management.

This is not a legacy people-manager role. The leader in this seat will build a high-performance motion from the ground up bringing together sales talent AI-powered GTM systems Growth Platform capabilities and cross-functional partnerships to create a scalable blueprint for how Atlassian engages technical startups and emerging AI & Digital Native companies. The Manager will also be a strong influencer in the creation of the AI GTM tech stack.

• Stand up and lead a high-performing team focused on greenfield AI and digital-native accounts globally.

• Create clarity in an ambiguous environment by turning strategy into clear operating priorities territories or books of business success metrics and business hygiene.

• Shape the day-to-day motion for how Atlassian sources prioritizes engages and converts AI-native prospects into pipeline and closed revenue.

• Hire develop and coach a team capable of selling into technical founders startup operators CTOs and modern developer or IT buying groups.

• Raise the quality bar on discovery commercial 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 closely with the AI GTM Engineer and adjacent teams to refine prompts workflows routing logic account scoring and sales-assist 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 and sponsor 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 Atlassians position in the segment.

• Help shape offers and value propositions relevant to emerging companies including startup-friendly entry points and ecosystem motions.

• 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 01 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.

What Sets You Apart

• 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 despite ambiguity.

Compensation

At Atlassian we strive to design equitable explainable and competitive compensation programs. To support this goal the baseline of our range is higher than that of the typical market range but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidates skills expertise or the United States we have three geographic pay zones. For this role our current base pay ranges for new hires in each zone are:

Zone A: $170100 - $222081

Zone B: $153000 - $199872

Zone C: $141100 - $184327

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

Please visit for more information on which locations are included in each of our geographic pay zones. However please confirm the zone for your specific location with your recruiter.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you your family and to help you engage with your local community. Our offerings include health and wellbeing resources paid volunteer days and so much more. To learn more visit Atlassian

At Atlassian were motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyones perspectives and experience we never discriminate based on race religion national origin gender identity or expression sexual orientation age or marital veteran or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

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