DX Manager, SMB Sales

Atlassian • Salt Lake City, UT

3d • $144,000 - $225,600

About The Position

Overview 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 Responsibilities 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.

Requirements

• 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.).

Responsibilities

• 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.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed