Senior Director, Atlassian Partnerships

As the Senior Director of Atlassian Partnerships, you will lead SmartBear’s global partner strategy across the Atlassian ecosystem. This involves overseeing and scaling a high-performing channel and partner enablement team, driving readiness, certifications, co-selling motions, and partner marketing initiatives. You will accelerate Marketplace growth by optimizing listings, improving adoption, and strengthening conversion performance, while also building and refining partner tiering, incentive models, and operational frameworks. The role requires maintaining strong alignment with product, marketing, and revenue leadership, and serving as the primary steward of partner program performance, ecosystem coverage, and Marketplace KPIs.

Must Have

• 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

Good to Have

• 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

Perks & Benefits

• Career growth opportunities at every level
• Investment in employee success and collaborative workspaces
• Encouragement to take birthdays off
• Holistic approach to employee well-being (People and Culture organization)
• Celebration of diverse experiences, viewpoints, and identities
• Performance-based bonuses for eligible roles
• Generous benefits package supporting health and well-being
• Flexible time off and hybrid work options
• Professional development opportunities
• Inclusive, collaborative culture

At SmartBear, we believe building great software starts with quality – and we’re helping our customers make that happen every day. Our solutions, featuring SmartBear AI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.

Senior Director, Strategic Partnerships

• 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.

About the Role:

As the Senior Director of Atlassian Partnerships, you will lead SmartBear’s global partner strategy across the Atlassian ecosystem. You will oversee and scale a high-performing channel and partner enablement team, driving readiness, certifications, co-selling motions, and partner marketing initiatives. You will accelerate Marketplace growth by optimizing listings, improving adoption, and strengthening conversion performance. Additionally, you will build and refine partner tiering, incentive models, and operational frameworks while maintaining strong alignment with product, marketing, and revenue leadership. In this role, you will serve as the primary steward of partner program performance, ecosystem coverage, and Marketplace KPIs, delivering strategic insights and recommendations to senior leadership.

We are looking for you if you have

• 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.

Nice to have:

• 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

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

At SmartBear, we believe transparency in pay is part of how we build trust—with our employees, candidates, and community. Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact.

We encourage candidates to view compensation as part of their total rewards experience at SmartBear. This includes performance-based bonuses for eligible roles, a generous benefits package that supports employees’ health and well-being, and promotes work-life balance through flexible time off and hybrid work options. You can build your career at SmartBear through professional development opportunities, and an inclusive, collaborative culture where everyone can thrive.

Your SmartBear total rewards compensation package includes base salary and may also include a commission. The Annual Cash Compensation (Base + On-Target Commission) range for this role is listed below. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.

Estimated Annual Cash Compensation (Base + On-Target Commission):

$277,600 - $298,000 USD

Create a Job Alert

Interested in building your career at SmartBear? Get future opportunities sent straight to your email.

Create alert

Apply for this job

• indicates a required field

Autofill with MyGreenhouse

First Name*

Last Name*

Email*

Phone

Country*

Phone*

Resume/CV*

AttachAttach

Dropbox

Google Drive

Enter manuallyEnter manually

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

AttachAttach

Dropbox

Google Drive

Enter manuallyEnter manually

Accepted file types: pdf, doc, docx, txt, rtf

---

LinkedIn Profile

How did you hear about this job?*

Are you legally authorized to work in the country you are applying to?*

Select...

SmartBear does not sponsor applicants for work visas or legal permanent residence. Will you, now or in the future, require sponsorship for work authorization, a work visa, or permanent residence from our company, including sponsorship for a change of status (such as F-1 to H-1B) or change of employer?

Select...

Are you within commutable distance to Somerville, MA?*

Select...

---

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be maintained in a confidential file.

As set forth in SmartBear’s Equal Employment Opportunity policy, we do not discriminate on the basis of any group status under any applicable law.

Veteran Status:

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Voluntary Self-Identification of Disability:

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. To measure this, we must ask applicants and employees if they have a disability or have ever had one.

Completing this form is voluntary. Your answer is confidential. No one who makes hiring decisions will see it. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp

.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

• Alcohol or other substance use disorder (not currently using drugs illegally)
• Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
• Blind or low vision
• Cancer (past or present)
• Cardiovascular or heart disease
• Celiac disease
• Cerebral palsy
• Deaf or serious difficulty hearing
• Diabetes
• Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
• Epilepsy or other seizure disorder
• Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
• Intellectual or developmental disability
• Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
• Missing limbs or partially missing limbs
• Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
• Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
• Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
• Partial or complete paralysis (any cause)
• Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
• Short stature (dwarfism)
• Traumatic brain injury

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.

Veteran Status

Select...

Disability Status

Select...

---

SmartBear has my consent to collect, store, and process my data for the purpose of considering me for employment, and for up to 1825 days thereafter.*