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The Role
Leads and coaches Strategic Account Executives to exceed revenue targets, improve pipeline discipline, forecast accurately, and close complex SaaS opportunities. Acts as a player-coach in strategic demos and negotiations, analyzes funnel performance, develops underperforming representatives, and drives GTM improvements through customer feedback. The role also owns sales training, recruiting, onboarding, and building a high-performing team culture.
Summary Generated by Built In
This role is to be hired remotely
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:
You're the kind of person who:
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: $246,864 - $322,294
Zone B: $222,177 - $290,065
Zone C: $204,897 - $267,504
What we're looking for:
Why you'll love working here:
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 Strategic 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.
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: $246,864 - $322,294
Zone B: $222,177 - $290,065
Zone C: $204,897 - $267,504
What we're looking for:
- 5+ years of experience of B2B SaaS sales experience, with at least 2-4 years in a leadership or formal mentorship capacity.
- A proven track record of success, having consistently exceeded quotas as an individual contributor in an SMB or Mid-Market environment.
- Experience in complex sales cycles, comfortable managing teams with more complex sales cycles
- 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.
Skills Required
- 5+ years of B2B SaaS sales experience
- 2-4 years of leadership or formal mentorship experience
- Proven track record of consistently exceeding quotas as an individual contributor in an SMB or mid-market environment
- Experience managing complex sales cycles
- Experience navigating pilots or proofs of concept with prospects
- Exceptional communication skills and ability to command a room
- Deep familiarity with modern sales stacks, including Salesforce, Gong, and LinkedIn Sales Navigator
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 spans 26 weeks for birthing parents and 20 weeks for non-birthing parents, alongside inclusive family-formation benefits such as fertility treatment, adoption, and surrogacy. Additional supports include menopause resources and caregiving-related programs.
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Retirement Support — Retirement programs include a U.S. 401(k) company match with immediate vesting and multiple contribution options. These are complemented by other financial wellbeing tools like HSAs/FSAs.
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Healthcare Strength — Medical coverage is paired with mental-health resources, disability and life insurance, and options such as HSA/FSA. Descriptions also point to solid plan choices with access to counseling, coaching, and 24/7 support.
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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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