Senior Director, Atlassian Partnerships job at SmartBear Software in Somerville, MA
Title: Senior Director, Atlassian Partnerships Location: Somerville United States Job Description: 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 Apply tot his job Apply To this Job