Senior Manager, Solutions Engineering, Mid-Market East

Working at Atlassian

Atlassians can choose where they work whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

We're looking for a Senior Solutions Engineering Manager to lead a highperforming team of Solutions Engineers who help our largest customers realize measurable business value from Atlassian's System of Work.

In this role, you will:

• Directly manage and grow a team of SEs supporting MidMarket accounts
• Operate as a playercoach: staying close to deals and programs while building a scalable, outcomedriven SE practice
• Partner with Sales, Value Management, Product, and Advisory teams to win complex, multiproduct deals and drive longterm customer outcomes
• Shape how we engage customers in your segment/geo, and contribute to global SE strategy and best practices

• Hire, onboard, and develop a diverse team of highperforming 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

• 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 highquality technical discovery, solution design, demos, POV/POVs, and executive presentations
• Drive consistent use of valuebased selling and outcomeoriented narratives (business cases, ROI, past value delivered, roadmap sessions)
• Act as an executiveready technical leader in key "tipofthespear" cycles when needed

• 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

• Partner tightly with:
  
  
  • Sales leadership on segment strategy, territory design, and forecast health
  • Value Management / VMO on business value assessments and execlevel 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)

• 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

• Significant experience in presales / solutions engineering or a closely related technical customerfacing role
• Proven track record as a people manager leading SE or technical consulting teams (typically 612+ ICs)
• Deep background in at least one of: Agile / DevOps, ITSM/ESM, enterprise work management, or adjacent solution domains
• Experience driving complex, multistakeholder deals with Enterprise or Strategic customers

• People Leadership
  
  
  • Builds highperforming, diverse teams; gives clear, actionable feedback
  • Can articulate different development needs for earlycareer vs senior/principal SEs
• Technical & Solution Depth
  
  
  • Strong grasp of SaaS, cloud architectures, integrations, and security / compliance basics
  • Able to challenge and support SEs on solution design, not just deal mechanics
• Commercial & Strategic Acumen
  
  
  • 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
• Execution & Operations
  
  
  • Demonstrated ability to introduce at least one teamlevel improvement that materially changed productivity, quality, or consistency
  • Strong command of CRM/process hygiene and datadriven decisionmaking
• Communication & Executive Presence
  
  
  • Handles Clevel conversations with confidence; can translate between business, technical, and value narratives
  • Clear written communicator; comfortable driving DACIs and crossteam alignment