SMB+ AE Manager

Overview

As an SMB+ Inside Sales Manager, Southeast Asia (SEA), you will build and lead a Metro Manila–based team expanding Atlassian’s footprint across Indonesia, Malaysia, the Philippines, and Singapore. This commission-based, quota-carrying frontline leadership role is central to a new inside sales pilot: establishing a repeatable, consultative motion for under penetrated accounts that sit between self-serve and high-touch enterprise coverage.

You will coach Core Account Executives to create pipeline and convert whitespace through net-new acquisition, reactivation of recently expired entitlements, and free-to-paid opportunities in larger unmonetized accounts. You will set a Core execution cadence, connect customer needs to the broader Atlassian platform, and use market-level learning to refine the playbook as the pilot grows.

Partnering with Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel, you will test territory and segmentation hypotheses, strengthen forecasting, and document what works across distinct SEA markets. Success requires a hands-on builder who can turn product signals and seller feedback into measurable improvements in conversion and sales productivity, including thoughtful use of AI and automation.

Responsibilities

• Lead, coach, and develop a hub-based SEA inside sales team of Core AEs and JSM overlays, with accountability for pipeline creation, conversion, forecast accuracy, and customer outcomes.

• Build targeted inbound and outbound plays for net-new accounts, winbacks of recently expired entitlements, and free-to-paid conversion in high-potential accounts with approximately 250+ knowledge workers.

• Establish clear account ownership, qualification standards, and co-selling cadences between Core AEs and JSM specialists to accelerate multi-product opportunities and IT service management adoption.

• Coach consultative discovery, value-based positioning, and structured qualification across a high-velocity portfolio, adapting plays to differences in customer needs, buying behavior, and cloud readiness across Indonesia, Malaysia, the Philippines, and Singapore.

• Inspect territory coverage and pipeline in Salesforce, manage cross-market forecasts and risks, and measure pilot performance by source, segment, conversion, deal size, and seller productivity.

• Test segmentation and prospecting hypotheses, capture regional insights, and codify repeatable plays with Marketing, Growth, Solutions Engineering, RevOps, Product, and Channel to inform future scale.

• Design and iterate on signal-based prioritization, AI-assisted workflows, and practical automations that reduce manual work; measure whether they improve seller time with customers and sales outcomes.

Qualifications

• 3+ years of sales leadership experience in a quota-carrying, commission-based environment, ideally leading inside sales teams selling into one or more Southeast Asian markets.

• Firsthand knowledge of selling across Indonesia, Malaysia, the Philippines, or Singapore, with the judgment to adapt discovery and execution to market-specific buying dynamics; experience leading a Metro Manila–based or similarly distributed regional team is a strong advantage.

• Evidence of building a new sales motion or pilot from the ground up: testing segments, establishing outbound cadences, coaching sellers, and turning results into a scalable playbook.

• Success coaching both high-velocity and consultative platform sales, including net-new acquisition, winbacks, and free-to-paid conversion in assigned accounts; familiarity with structured qualification such as MEDDPICC for more complex deals.

• Experience coordinating core account owners and product or solution specialists on shared opportunities; IT service management is a plus.

• Strong operational discipline in Salesforce pipeline inspection, forecasting, CRM hygiene, and measuring conversion across multiple territories.

• Ability to coach and collaborate across language and cultural differences. English proficiency is essential; Bahasa Indonesia or Malay capability, or experience supporting multilingual sellers, is an advantage.

• A practical track record of using product signals, AI, and automation to improve seller prioritization and efficiency, with measurable business impact; strong cross-functional partnership with Solutions Engineering, Marketing, Growth, RevOps, Product, and Channel.