SmartBear · 1 day ago
Senior Director, Atlassian Partnerships
United States
Full-time
Remote
Lead/Staff, Director/Executive
$278K/yr - $298K/yr
5+ years expSmartBear is a company dedicated to helping customers build quality software through their innovative solutions. As the Senior Director of Atlassian Partnerships, you will lead the global partner strategy, overseeing a high-performing team to drive revenue growth and optimize marketplace performance.
Computer Software
Responsibilities
Accelerate revenue growth across the Atlassian ecosystem through strategic partner enablement and marketplace optimization
Develop and grow a strategic Solution Partner program through Atlassian partners including partner evaluation, training, certification, GTM, and coselling
Drive marketplace performance by optimizing listings, improving adoption, and converting customer demand into predictable revenue outcomes
Lead SmartBear’s global partner strategy across the Atlassian ecosystem
Oversee and scale a high-performing channel and partner enablement team, driving readiness, certifications, co-selling motions, and partner marketing initiatives
Accelerate Marketplace growth by optimizing listings, improving adoption, and strengthening conversion performance
Build and refine partner tiering, incentive models, and operational frameworks while maintaining strong alignment with product, marketing, and revenue leadership
Serve as the primary steward of partner program performance, ecosystem coverage, and Marketplace KPIs, delivering strategic insights and recommendations to senior leadership
Qualification
Required
5+ years of leadership experience in strategic partnerships, channel sales, or marketplace growth roles
Deep understanding of the Atlassian ecosystem, including Solution Partner network and Marketplace dynamics
Proven success building and scaling partner programs that drive measurable revenue growth
Strong communication, executive‑level presentation, and stakeholder‑influencing skills
Experience designing enablement content, certifications, and training curricula
Analytical mindset with the ability to interpret KPIs and use data to optimize partner performance
Preferred
Existing relationships within the Atlassian and the Solution Partner community
Experience with SaaS marketplace business models (Atlassian, AWS, Salesforce, Microsoft, etc.)
Background in sales or sales engineering for developer or IT tools
Familiarity with SmartBear's product portfolio
Atlassian product certifications
Experience with partner relationship management (PRM) platforms
Benefits
Performance-based bonuses for eligible roles
A generous benefits package that supports employees’ health and well-being
Flexible time off
Hybrid work options
Professional development opportunities
Company
SmartBear
SmartBear is pioneering innovation in software quality, embracing AI’s transformative potential.
501-1000 employees
H1B Sponsorship
SmartBear has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3)
2024 (2)
2023 (2)
2022 (4)
2021 (1)
Funding
Current Stage
Late StageLeadership Team
Frank Roe
Chief Executive Officer
Bryce Chicoyne
COO
Company data provided by crunchbase