Solutions Engineering Manager | DX

Atlassian • New York, NY

11d

About The Position

The Manager of the Commercial Solutions Engineering team for DX leads a high-performing team of technical advisors focused on growing the DX product within mid-market and commercial sectors. The role scales pre-sales technical strategy, coaches Solutions Engineers through fast-paced, high-velocity sales cycles, and connects Sales, Customer Success, Product, and Engineering leadership to ensure the platform serves growing and agile engineering organizations.

The manager recruits, onboards, and mentors Solutions Engineers; supports high-stakes opportunities as a player-coach; and works with Account Executives and Sales Leadership on deal strategy, POCs, and mapping product capabilities to commercial outcomes. The role also improves pre-sales efficiency and repeatability, allocates resources across the commercial pipeline, advocates for customer needs in leadership discussions, and tracks team performance against revenue and commercial sales goals.

Requirements

• At least 5 years of experience in Pre-Sales or Solutions Engineering.
• At least 2 years in a formal leadership or team lead capacity.
• A proven record of driving sales cycles and managing a volume of opportunities in mid-market or commercial accounts, in close partnership with sales teams.
• Experience building or refining scalable technical sales processes designed for speed and repeatability.
• Deep understanding of the SDLC, DORA metrics, and the SPACE framework.
• Ability to engage peer-to-peer with engineering leaders, including VPs and Directors of Engineering and CTOs.
• Familiarity with APIs, SQL, and Git workflows.
• Ability to review Solutions Engineers’ technical solution designs and POC strategies.
• Exceptional presentation and stakeholder-management skills, including the ability to address technical leaders and business decision-makers and connect technical details to business outcomes.
• Ability to manage technical objections and navigate security or architecture reviews efficiently.

Responsibilities

• Recruit, onboard, and mentor a high-performing team of Solutions Engineers.
• Foster technical excellence, consultative selling, and continuous learning.
• Act as a player-coach on high-stakes sales opportunities.
• Partner with Account Executives and Sales Leadership on deal strategy and provide oversight for Proof-of-Concepts.
• Ensure DX capabilities are mapped to commercial business outcomes.
• Standardize and scale POC playbooks, custom demo environments, and pre-sales workflows to improve efficiency, shorten sales cycles, and increase win rates.
• Allocate Solutions Engineers across the commercial pipeline, balancing workloads and matching expertise to deal requirements.
• Represent the voice of the customer in leadership meetings.
• Partner with Sales, Product, and Engineering to prioritize roadmap items based on technical friction and market trends surfaced during sales cycles.
• Define and track KPIs for the Solutions Engineering team in alignment with revenue targets and commercial sales goals.

Benefits

• The role may be eligible for benefits, bonuses, commissions, and equity.
• Atlassian offers health and wellbeing resources and paid volunteer days.

What This Job Offers

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