Job Description

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.

To help our teams work together effectively, this role requires you to be located in the UK.

We’re looking for a Senior Solutions Engineering Manager to lead a high‑performing 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 Mid‑Market accounts

• Operate as a player–coach staying close to deals and programs while building a scalable, outcome‑driven SE practice

• Partner with Sales, Value Management, Product, and Advisory teams to win complex, multi‑product deals and drive long‑term customer outcomes

• Shape how we engage customers in your segment/geo, and contribute to global SE strategy and best practices

You will own multiple workstreams, drive medium‑to‑long‑term strategy for your team, and be measured on team impact, people leadership, collaboration, and org‑level impact.

Responsibilities

Team Leadership & People Management

• Hire, onboard, and develop a diverse team of high‑performing 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

Customer & Deal Impact

• 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 high‑quality technical discovery, solution design, demos, POV/POVs, and executive presentations

• Drive consistent use of value‑based selling and outcome‑oriented narratives (business cases, ROI, past value delivered, roadmap sessions)

• Act as an executive‑ready technical leader in key “tip‑of‑the‑spear” cycles when needed

Operational Excellence & Ways of Working

• 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

Cross‑Functional Collaboration

• Partner tightly with:

  • Sales leadership on segment strategy, territory design, and forecast health

  • Value Management / VMO on business value assessments and exec‑level 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)

Org‑Level Impact

• 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

Qualifications

What We’re Looking For

Experience

• Significant experience in presales / solutions engineering or a closely related technical customer‑facing role

• Proven track record as a people manager leading SE or technical consulting teams (typically 6–12+ ICs)

• Deep background in at least one of: Agile / DevOps, ITSM/ESM, enterprise work management, or adjacent solution domains

• Experience driving complex, multi‑stakeholder deals with Enterprise or Strategic customers

Skills & Capabilities

• People Leadership

  • Builds high‑performing, diverse teams; gives clear, actionable feedback

  • Can articulate different development needs for early‑career 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 team‑level improvement that materially changed productivity, quality, or consistency

  • Strong command of CRM/process hygiene and data‑driven decision‑making

• Communication & Executive Presence

  • Handles C‑level conversations with confidence; can translate between business, technical, and value narratives

  • Clear written communicator; comfortable driving DACIs and cross‑team alignment

How Success Is Measured

Aligned to Atlassian’s manager performance indicators (Team Impact, People Management, Collaboration, Organisational Impact), success in this role looks like:

• Team Impact:

  • SE team consistently meeting or exceeding influenced‑revenue, multi‑product, and adoption goals

  • Clear evidence that SE engagement improves win rates, ACV, and cycle times

• People Management:

  • High team health and engagement; strong retention of top talent

  • Visible progression of SEs (skill growth, promotions, expanded scope)

• Collaboration:

  • Strong feedback from Sales and cross‑functional leaders on partnership quality and reliability

  • Your team is seen as “easy to work with” and central to the region’s GTM execution

• Organisational Impact:

  • At least one initiative per year that scales beyond your immediate team (e.g., a play, program, or process adopted across the region or globally)