Readiness Enablement Manager

What you’ll do:

• Own the EMEA Mid-Market readiness plan. Partner with regional sales leaders to identify capability gaps and prioritize enablement aligned to segment goals, business priorities, and field performance.

• Strengthen value and outcome-based selling. Equip sellers to uncover customer priorities, connect Atlassian’s solutions to measurable business outcomes, quantify value, and build compelling business cases.

• Embed MEDDPICC into opportunity execution. Partner with sales managers to reinforce MEDDPICC through discovery practice, opportunity reviews, and deal coaching. Help sellers validate metrics, engage economic buyers, develop champions, understand buying processes, and identify competitive and execution risks.

• Build core selling skills. Develop capabilities in prospecting, stakeholder engagement, objection handling, negotiation, and closing, helping sellers balance efficient execution with the complexity of each opportunity.

• Adapt global programs for EMEA. Partner with global enablement teams to tailor programs to regional customer needs, sales motions, and market conditions. Coordinate localization where needed and bring field insights into program development.

• Activate product and solution priorities. Translate global product and solution enablement into relevant customer conversations, acquisition and expansion plays, and practical application for Mid-Market sellers.

• Accelerate onboarding and ramp. Partner with the onboarding team to deliver segment-specific learning, practice, and proficiency milestones for new hires and sellers transitioning into EMEA Mid-Market.

• Equip frontline managers to reinforce learning. Provide coaching guides, call-review frameworks, and practice activities that managers can use in team meetings, one-to-ones, and deal reviews.

• Drive tool proficiency and effective use of AI. Partner with Revenue Operations and Systems to deliver practical training, job aids, and workflow support for core sales tools and approved AI capabilities. Coordinate technical support with the appropriate owners and share emerging needs with the Learning Experience team.

• Measure and improve impact. Use proficiency assessments, field feedback, and performance data to refine programs. Partner with sales leaders and Revenue Operations to assess contributions to ramp time, pipeline quality, conversion, sales-cycle efficiency, and expansion.

What we’re looking for:

• 8+ years of relevant experience in sales enablement, B2B sales, or sales leadership within a technology environment.

• Experience supporting Mid-Market or commercial sales teams across new-customer acquisition and account expansion.

• Demonstrated experience applying and coaching value or outcome-based selling, including connecting customer priorities to measurable business value.

• Strong working knowledge of MEDDPICC, with experience helping sellers apply it to discovery, qualification, and deal progression.

• Familiarity with EMEA sales environments and experience working across countries, cultures, and time zones.

• Strong facilitation and coaching skills, with credibility among sellers and sales leaders.

• Ability to translate performance data and field insights into focused, measurable enablement.

• Strong program management and cross-functional partnership skills, balancing global consistency with regional relevance.

• Familiarity with sales technologies such as Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, and Gong, alongside practical experience applying AI to sales or enablement workflows.

It’s a plus if you have

• Direct experience selling into Mid-Market accounts in EMEA.

• Familiarity with Atlassian’s products and customer use cases.

• Experience supporting partner-assisted sales motions.

• Proficiency in an additional language relevant to the markets supported.