Senior Manager, AI & Digital Natives

Atlassian•San Francisco, CA

5d•$134,100 - $209,430•Hybrid

About The Position

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.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.