[Hiring] SMB+ AE Manager @Atlassian

Role Description

As an SMB+ Inside Sales Manager, Southeast Asia (SEA), you will build and lead a Metro Manila–based team expanding Atlassian’s footprint across Indonesia, Malaysia, the Philippines, and Singapore. This commission-based, quota-carrying frontline leadership role is central to a new inside sales pilot:

• Establishing a repeatable, consultative motion for under penetrated accounts that sit between self-serve and high-touch enterprise coverage.
• Coaching Core Account Executives to create pipeline and convert whitespace through net-new acquisition, reactivation of recently expired entitlements, and free-to-paid opportunities in larger unmonetized accounts.
• Setting a Core execution cadence, connecting customer needs to the broader Atlassian platform, and using market-level learning to refine the playbook as the pilot grows.
• Partnering with Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel to test territory and segmentation hypotheses, strengthen forecasting, and document what works across distinct SEA markets.
• Turning product signals and seller feedback into measurable improvements in conversion and sales productivity, including thoughtful use of AI and automation.

Qualifications

• 3+ years of sales leadership experience in a quota-carrying, commission-based environment, ideally leading inside sales teams selling into one or more Southeast Asian markets.
• Firsthand knowledge of selling across Indonesia, Malaysia, the Philippines, or Singapore, with the judgment to adapt discovery and execution to market-specific buying dynamics; experience leading a Metro Manila–based or similarly distributed regional team is a strong advantage.
• Evidence of building a new sales motion or pilot from the ground up: testing segments, establishing outbound cadences, coaching sellers, and turning results into a scalable playbook.
• Success coaching both high-velocity and consultative platform sales, including net-new acquisition, winbacks, and free-to-paid conversion in assigned accounts; familiarity with structured qualification such as MEDDPICC for more complex deals.
• Experience coordinating core account owners and product or solution specialists on shared opportunities; IT service management is a plus.
• Strong operational discipline in Salesforce pipeline inspection, forecasting, CRM hygiene, and measuring conversion across multiple territories.
• Ability to coach and collaborate across language and cultural differences. English proficiency is essential; Bahasa Indonesia or Malay capability, or experience supporting multilingual sellers, is an advantage.
• A practical track record of using product signals, AI, and automation to improve seller prioritization and efficiency, with measurable business impact; strong cross-functional partnership with Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel.

Requirements

• Lead, coach, and develop a hub-based SEA inside sales team of Core AEs and JSM overlays, with accountability for pipeline creation, conversion, forecast accuracy, and customer outcomes.
• Build targeted inbound and outbound plays for net-new accounts, winbacks of recently expired entitlements, and free-to-paid conversion in high-potential accounts with approximately 250+ knowledge workers.
• Establish clear account ownership, qualification standards, and co-selling cadences between Core AEs and JSM specialists to accelerate multi-product opportunities and IT service management adoption.
• Coach consultative discovery, value-based positioning, and structured qualification across a high-velocity portfolio, adapting plays to differences in customer needs, buying behavior, and cloud readiness across Indonesia, Malaysia, the Philippines, and Singapore.
• Inspect territory coverage and pipeline in Salesforce, manage cross-market forecasts and risks, and measure pilot performance by source, segment, conversion, deal size, and seller productivity.
• Test segmentation and prospecting hypotheses, capture regional insights, and codify repeatable plays with Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel to inform future scale.
• Design and iterate on signal-based prioritization, AI-assisted workflows, and practical automations that reduce manual work; measure whether they improve seller time with customers and sales outcomes.