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The Role
This role involves managing a team of Solutions Engineers, driving strategy, fostering collaboration, and ensuring customer success by leading complex deals and optimizing SE practices.
Summary Generated by Built In
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:
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.
Team Leadership & People Management
Customer & Deal Impact
Operational Excellence & Ways of Working
Cross-Functional Collaboration
Org-Level Impact
What We're Looking For
Experience
Skills & Capabilities
How Success Is Measured
Aligned to Atlassian's manager performance indicators (Team Impact, People Management, Collaboration, Organisational Impact), success in this role looks like:
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.
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
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)
Skills Required
- Significant experience in presales or solutions engineering
- Proven track record as a people manager leading SE or technical consulting teams
- Deep background in Agile or DevOps, ITSM/ESM, or enterprise work management
What the Team is Saying
Tiffany
Engineering Senior Associate, United States
Gautam
Software Engineer, United States
Tygrr
Product Manager, United States
Ashleigh
Frontend Engineer, United States
Jensen
Senior Frontend Software Engineer, United States
Javier
Senior Solutions Engineer, United States
Atlassian Compensation & Benefits Highlights
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Parental & Family Support — Parental leave is described as up to 26 weeks for birthing parents and 20 weeks for non‑birthing parents, with inclusive family‑formation coverage. Support extends to fertility, adoption, surrogacy, tissue preservation, menopause/low‑testosterone, and resources for neurodiverse families.
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Leave & Time Off Breadth — PTO is presented as flexible or "unlimited" in practice alongside five paid volunteer days and charitable donation matching. Additional options like sabbaticals after five years and various leave programs broaden time‑away support.
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Flexible Benefits — A remote‑first "Team Anywhere" model provides a monthly remote‑work allowance, ergonomic support, and limited periods to work outside the designated location. A configurable Flex Wallet and learning budget enable personalization of benefits and resources.
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The Company
What We Do
Atlassian creates teamwork solutions for high-performing teams. Our portfolio of collaboration and work management software products includes Jira, Confluence, Trello, Loom and Rovo. More than 300,000 businesses worldwide rely on Atlassian’s technology, including 80 percent of Fortune 500 companies. Our solutions support various business teams and they help organizations plan, track, and deliver their biggest ideas together.
Why Work With Us
At Atlassian, we believe we can accomplish so much more together than apart — which is why everything from our tooling — to our distributed workforce — to how our teams are structured is rooted in collaboration. Come join us and help unleash the potential of every team.
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