Note: The job is a remote job and is open to candidates in USA. Atlassian is on a path to significantly increase its enterprise revenue and is seeking a Solutions Engineering Manager for the Nordics and BeNeLux regions. The role involves leading a team of Solutions Engineers to drive complex deals, enhance presales capabilities, and integrate AI into the sales process.
Responsibilities
- Hire, coach, and develop a diverse team of high-performing Solutions Engineers supporting Enterprise accounts across Sweden, Denmark, Norway, Finland, Belgium, the Netherlands, and Luxembourg
- Operate as a true player–coach — you're close enough to deals to add value, but focused enough on your people to multiply their impact
- Set the bar on both attainment (revenue influence) and craft (how we show up)
- Create real growth paths — whether that's toward Principal SE, management, or something we haven't invented yet
- Partner with sales leadership on account strategy so your SEs land in the right deals at the right moments
- Ensure your team delivers killer technical discovery, solution design, demos, POVs, and executive presentations that make customers say "finally, someone who gets it"
- Drive value-based selling — business cases, ROI narratives, roadmap sessions — not feature tours
- Step into "tip-of-the-spear" cycles personally when the moment calls for it
- Own the team operating rhythm: forecasting, deal reviews, coverage models, and SE impact metrics
- Use data to optimize where your team spends time — pipeline influence, win rates, product mix, cycle time
- Continuously improve core SE motions: discovery frameworks, demo patterns, POV templates, security plays, RFP responses
- Partner with peer SE leaders globally to keep execution consistent while honoring what makes the Nordics & BeNeLux market unique
- Lock arms with Sales leadership, Value Management, Product, Marketing, and Advisory teams
- Feed customer insights back to Product — you're the voice of the field
- Represent the SE perspective in GTM planning, QBRs, and strategic bets (AI/Rovo, Guard, cloud migration, platform plays)
- With AI, we are experiencing the most transformative time in our industry. To thrive in ambiguity, lead with curiosity and courage, drive innovation, and stay up to date with this fast-evolving technology will be key to success
- Embed AI fluency into the team’s presales craft — from discovery and solution design to demos, POVs, and executive storytelling — so customers can clearly see what AI makes possible with Atlassian
- Coach SEs to experiment responsibly with AI, share learnings quickly, and turn emerging capabilities into repeatable customer-facing plays that create measurable business value
- Lead programs that scale beyond your team — playbooks, reusable assets, repeatable "plays," process improvements
- Share best practices and raise the bar for SE craft across the global org
- Build something others want to copy
Skills
- Significant experience in presales/solutions engineering or a closely related technical, customer-facing role
- Proven people-management track record leading SE or technical consulting teams
- Experience navigating complex, multi-stakeholder Enterprise deals — you know the buying dynamics, the procurement gauntlets, and how to build trust across cultures and time zones
- Experience working across multiple countries in the Nordics, BeNeLux, or broader EMEA region
- People Leadership — You build teams people want to be on. Clear feedback, high expectations, genuine care
- Technical & Solution Depth — Strong grasp of SaaS, cloud architectures, integrations, and security/compliance. You can challenge your SEs on solution design, not just deal mechanics
- Commercial & Strategic Acumen — Comfortable in forecast and pipeline conversations. You think in systems: customer outcomes → System of Work → platform strategy → product roadmap
- Execution & Operations — You've introduced at least one team-level improvement that materially changed productivity or quality. Data-driven, CRM-disciplined, allergic to chaos
- Communication & Executive Presence — C-level ready. You translate fluently between business, technical, and value narratives. Clear writer. Confident facilitator
- Regional & Cultural Fluency — Thoughtful approach to working across the diverse business cultures of the Nordics and BeNeLux. Professional fluency in English required
- Additional regional language capability (Dutch, Swedish, Danish, Norwegian, Finnish, or French) is a strong plus
Benefits
- Health and wellbeing resources
- Paid volunteer days
Company Overview