DX Manager, SMB Sales

DX is headquartered in Salt Lake City, Utah and is one of the fastest-growing SaaS companies globally. We help engineering leaders build high-performing, productive teams. DX collects millions of data points daily, powering insights into developer productivity and experience at companies like Pinterest, GitHub, BNY, Xero, and many more.

Our business has scaled profitably and grown rapidly—tripling annual recurring revenue in the last several years.

DX recently closed on its acquisition by Atlassian. By joining Atlassian, we will expand our resources, accelerate growth and R&D, and ultimately deliver greater impact to our customers.

What we value at DX:

Companies have all kinds of culture slides. At DX, we want to be very clear about what we care about and how we judge performance. For us, it all boils down to individual mastery, becoming the best at your craft. Those who exhibit this quality will thrive here and be unduly rewarded. We can’t control outcomes due to competitors, the economy, decision-makers, etc., but what we can control is doing our jobs at the highest level possible

What you’ll do:

• Coach and develop a team of SMB Account Executives to consistently hit and exceed their monthly and quarterly revenue targets.

• Master the "Player-Coach" balance, jumping into high-stakes demos and negotiations to help your team close strategic opportunities.

• Institutionalize the sales process, ensuring the team maintains rigorous pipeline discipline, accurate forecasting, and CRM hygiene.

• Analyze performance data to identify bottlenecks in the sales funnel and implement tactical coaching plans for underperforming reps.

• Drive Go-To-Market (GTM) improvements by synthesizing frontline customer feedback into actionable insights for Product and Marketing teams.

• Build a culture of continuous learning, leading regular film reviews (call coaching), role-plays, and value-centric sales training.

• Recruit and onboard top-tier talent, scaling the team while maintaining a high bar for excellence and culture fit.

You’re the kind of person who:

• Finds more joy in your team’s win than your own.

• Is a systems thinker—you don’t just solve a problem once; you build a process so it doesn't happen again.

• Leads by example, demonstrating the same grit, resourcefulness, and "bias for action" you expect from your team.

• Can deliver radical candor—you provide direct, empathetic feedback that helps people grow.

• Thrives in ambiguity, acting as a shock absorber for your team during rapid organizational changes.

• Is data-informed but people-driven, using metrics to guide conversations without losing sight of the human element of management.

• Possesses high emotional intelligence (EQ), navigating complex internal stakeholders and team dynamics with ease.

What we’re looking for:

• 3-5+ years of B2B SaaS sales experience, with at least 1-2 years in a leadership or formal mentorship capacity (Team Lead or Manager).

• A proven track record of success, having consistently exceeded quotas as an individual contributor in an SMB or Mid-Market environment.

• Experience in "High-Velocity" sales, comfortable managing teams with shorter sales cycles and high deal volumes.

• Experience navigating pilots/proof of concepts with prospects.

• Exceptional communication skills, with the ability to command a room.

• Deep familiarity with modern sales stacks (e.g., Salesforce, Gong, LinkedIn Sales Navigator, etc.).

Why you’ll love working here:

• You’ll be part of a high-performing leadership team that values collaboration, learning, and execution.

• High-impact ownership—you aren't just a cog in the wheel; you are the architect of your team's success.

• A culture that prizes mastery, ownership, and curiosity.

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 172800 - USD 225600

Zone B: USD 155700 - USD 203275

Zone C: USD 144000 - USD 188000

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.

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.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.