At a Glance
- Tasks: Lead a dynamic team to drive growth and enhance customer experiences in SMB accounts.
- Company: Join Atlassian, a leader in team collaboration software with a vibrant culture.
- Benefits: Enjoy health perks, paid volunteer days, and a supportive work environment.
- Other info: Remote role based in the UK with excellent career development opportunities.
- Why this job: Make a real impact by coaching teams and leveraging AI-driven sales strategies.
- Qualifications: 3+ years in sales leadership with a knack for coaching and pipeline management.
The predicted salary is between 59400 - 72600 £ per year.
As the Account Executive Manager, 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 behaviour-based outbound motions, identify and progress high-quality pipeline, and help customers realise greater value from Atlassian’s portfolio. This includes leading expansion plays centred 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 has personally built or operationalised AI-driven workflows, bots, and process automations that measurably improved sales efficiency, not just tools adoption. You'll be expected to architect and iterate on the systems your team uses daily, blending product signals, AI-driven workflows, and human selling into a cohesive motion.
This is a remote position. To help our teams work together effectively, this role requires you to be located in the UK. Please note: At this time, we are unable to offer visa sponsorship for this position. Candidates must have the right to work in the UK without the need for sponsorship.
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.
- Design, build, and iterate on automated workflows, bots, and AI-assisted processes (e.g., lead routing, account scoring, call prep, quoting) that reduce manual workload and increase time in high-value customer conversations, owning the full lifecycle from identifying friction to deploying and measuring the solution.
- 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
- 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 for complex deals.
- 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, prioritisation, and execution quality.
- Proven track record of building or co-building bots, automated workflows, or process improvements (e.g., Slack bots, CRM automations, AI-assisted outreach sequences) that drove measurable efficiency gains, with the ability to articulate the problem identified, solution designed, and business impact delivered.
- Excellent cross-functional collaboration skills, with the ability to partner effectively across Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel teams.
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.
About Atlassian
At Atlassian, we're 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 everyone's 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.
Account Executive Manager, SMB - EMEA in London employer: Atlassian
Atlassian is an exceptional employer that prioritises flexibility and work-life balance, allowing employees to choose their work environment—be it in the office, from home, or a hybrid model. With a strong focus on employee development, Atlassian offers robust mentorship and coaching opportunities, fostering a culture of collaboration and innovation. Additionally, the company provides comprehensive benefits, including health coverage and paid volunteer days, making it an attractive place for those seeking meaningful and rewarding careers in the UK.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive Manager, SMB - EMEA in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Account Executive Manager, SMB - EMEA at Atlassian, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Atlassian. Tailor your message to explain why you’re drawn to them and how you can contribute as a Account Executive Manager, SMB - EMEA. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Executive Manager, SMB - EMEA in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Atlassian:When writing your cover letter, make sure to tailor your message specifically for Atlassian. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Atlassian
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Atlassian that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Atlassian that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Atlassian’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
