OverviewAs an Account Executive Team lead (SMB+), you will lead a high-performing team focused on accelerating growth, driving expansion, and delivering exceptional customer experiences across Atlassian’s highest-potential SMB accounts. This is a commission-based, quota-carrying sales leadership role that reflects the evolution of our SMB+ motion toward a more proactive, growth-oriented, and platform-led sales model.
You will be responsible for coaching and developing a team of SMB Account Executives to execute across warm inbound and behavior-based outbound motions, identify and progress high-quality pipeline, and help customers realize greater value from Atlassian’s portfolio. This includes leading expansion plays centered on Teamwork Collection, Rovo, and broader tool consolidation opportunities, while supporting emerging motions across AI and Digital Native accounts.
You will partner closely with cross-functional teams across Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel to improve sales efficiency, strengthen forecasting discipline, and scale repeatable plays that align customer needs with Atlassian’s strategic priorities. Success in this role requires a leader who can balance data-driven execution, strong sales coaching, and the thoughtful use of AI and automation to help their team spend more time in high-value customer conversations.
Responsibilities
Responsibilities
Lead, coach, and develop a team of SMB Account Executives in a commission-based, quota-carrying environment, with clear accountability for pipeline creation, forecast accuracy, and total book of business growth.
Drive execution across warm inbound and signal-based outbound motions, coaching reps to identify, qualify, and progress expansion opportunities across Teamwork Collection, Rovo, Premium/Enterprise upgrades, and tool consolidation plays.
Own rigorous pipeline management and forecasting discipline in Salesforce, ensuring high data quality, strong inspection cadences, and early identification of risks and opportunities.
Support team readiness for emerging growth motions through consultative discovery, value-based positioning, and partnership with Solutions Engineering and JSM SSEs.
Leverage AI-powered tools and automation to improve account prioritization, call preparation, quoting efficiency, and overall rep productivity, targeting a measurable reduction in manual workload.
Collaborate cross-functionally with Marketing, Growth, RevOps, Product, and Channel to refine go-to-market plays, test new motions, and scale repeatable programs that improve conversion, retention, and expansion.
Qualifications
Qualifications
3+ years of sales leadership experience with a strong track record of driving performance in a fast-paced, quota-carrying, commission-based environment.
Demonstrated success coaching sellers in consultative, multi-product or platform sales, including structured qualification methodologies such as MEDDPICC.
Experience leading teams across both inbound and proactive outbound motions, with strong operational discipline in pipeline management, forecasting, and CRM hygiene (Salesforce preferred).
Comfort using AI, automation, and modern sales tooling to improve seller efficiency, prioritization, and execution quality.
Proven ability to develop and inspire high-performing sales teams, with a focus on enablement, performance management, and career growth.
Excellent cross-functional collaboration skills, with the ability to partner effectively across Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel teams.
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 candidate's skills, expertise, or experience.
In 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: USD 133200 - USD 173160
Zone B: USD 119700 - USD 155610
Zone C: USD 110700 - USD 143910
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones 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 go.atlassian.com/perksandbenefits.
