Senior Director, Atlassian Partnerships

Senior Director, Strategic Partnerships

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

• 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.

As the Senior Director of Atlassian Partnerships, you will lead Smart Bear’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.

• 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.

• 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 Smart Bear's product portfolio.
• Atlassian product certifications.
• Experience with partner relationship management (PRM) platforms.

• 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 Smart Bears; 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.

• Our main goal at Smart Bear is to make our technology‑driven world a better place.
• Smart Bear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• Smart Bear 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, Intelly
  
  X Digital Innovator and Built In Best Places to Work.

Smart Bear 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,…