Senior Manager, Solutions Engineering Mid-Market

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:

• 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)