Senior Manager, AI & Digital Natives

About the Team

Atlassian is building a dedicated AI & Digital Natives motion focused on the fastest-growing AI-native and digital-native companies. These companies behave differently from traditional buyers: they move quickly, expect relevance, value technical credibility, consume Atlassian software differently through patterns like MCP and CLI, and respond to signal-based engagement rather than generic outreach.

The Manager for AI & Digital Natives is a people-management role on the AI & Digital Natives team within High Velocity Sales, reporting to the Head of AI & Digital Natives / Head of High Velocity Sales. This leader will be accountable for building the team, go-to-market motion, and commercial strategy required to win in a fast-moving segment where product-led sales, sales-led human touch points before landing, ecosystem influence through VCs and accelerators, and signal-based selling matter more than traditional territory management.

This is not a legacy people-manager role. The leader in this seat will build a high-performance motion from the ground up, bringing together sales talent, AI-powered GTM systems, Growth Platform capabilities, and cross-functional partnerships to create a scalable blueprint for how Atlassian engages technical startups and emerging AI & Digital Native companies. The Manager will also be a strong influencer in the creation of the AI GTM tech stack.

• Stand up and lead a high-performing team focused on greenfield AI and digital-native accounts globally.

• Create clarity in an ambiguous environment by turning strategy into clear operating priorities, territories or books of business, success metrics, and business hygiene.

• Shape the day-to-day motion for how Atlassian sources, prioritizes, engages, and converts AI-native prospects into pipeline and closed revenue.

• Hire, develop, and coach a team capable of selling into technical founders, startup operators, CTOs, and modern developer or IT buying groups.

• Raise the quality bar on discovery, commercial storytelling, multi-threading, and value articulation for a fast-scaling technical audience.

• Help Account Executives and Inside Sales Representatives use AI-generated insights, intent signals, and account context to improve relevance and conversion.

• Build a culture of high standards, fast feedback, experimentation, and measurable learning.

• Act as the business leader connecting field execution with Systems & Tools, SalesOps, Growth Platform, AI Innovation, Marketing, and Product stakeholders.

• Provide clear business requirements for the AI GTM stack, ensuring workflows support top-of-funnel efficiency, lead quality, speed to engagement, and clean handoffs to human sellers.

• Collaborate closely with the AI GTM Engineer and adjacent teams to refine prompts, workflows, routing logic, account scoring, and sales-assist surfaces.

• Leverage Salesforce as the trusted system of record while enabling connected workflows across the broader GTM stack.

• Establish the operating cadence for inspecting funnel health, outreach quality, conversion points, and rep productivity.

• Run and sponsor rapid experiments across segmentation, messaging, channels, offers, timing, and handoff models.

• Use performance data to continuously refine ICP definitions, prioritization logic, and team focus.

• Identify what is working in AI Natives and convert those insights into scalable plays for broader SMB and velocity segments over time.

• Bring outside-in insight on AI-native startup needs, competitive dynamics, commercial friction points, and buying behavior.

• Feed actionable insights back into Product Marketing, Pricing, Partnerships, and Growth Platform teams to strengthen Atlassian's position in the segment.

• Help shape offers and value propositions relevant to emerging companies, including startup-friendly entry points and ecosystem motions.

• 7+ years of experience in SaaS sales, GTM leadership, startup sales, or a related commercial leadership role, with people-management experience required.

• Experience leading high-velocity, greenfield, or startup-focused sales motions.

• Deep understanding of AI GTM motions, including PLG-assisted sales, signal-based prospecting, ontology, and propensity models.

• Demonstrated ability to build process and operating rigor in a 0→1 or highly ambiguous environment.

• Strong cross-functional leadership skills, with the ability to align Sales, Ops, Systems, Product, and technical stakeholders.

• Data fluency and comfort using dashboards, funnel metrics, experimentation, and performance insights to drive action.

• Excellent coaching ability with a track record of improving seller quality, accountability, and outcomes.

What Sets You Apart

• Experience selling to AI-native, developer-first, startup, or digital-native companies.

• Exposure to AI-assisted selling, GTM automation, or adjacent tooling ecosystems.

• Familiarity with Atlassian products and the technical or IT buyer journey.

• Experience working in partnership with RevOps, Growth, or product-led organizations.

• Background scaling a new market motion across regions or segments.

• A builder mentality: you create structure where little exists and are energized by creating a motion from scratch.

• Commercial sharpness: you understand how to convert market insight into pipeline and revenue.

• An AI-first mentality: you are comfortable partnering with technical teams and adopting AI-enabled workflows.

• An operator mindset: you use metrics, cadences, and accountability to drive execution.

• A talent-magnet mindset: you attract and develop ambitious sellers who want to operate at the frontier of GTM.

• Cross-functional influence: you earn trust across business and technical teams and keep work moving despite ambiguity.