Senior Manager, AI & Digital Natives

About the role

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.

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.
• Act as the business leader connecting field execution with Systems & Tools, SalesOps, Growth Platform, AI Innovation, Marketing, and Product stakeholders.
• 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.

Qualifications

• 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.