Business Development Manager - Atlassian Solutions

Business Development Manager — Atlassian (UAE)

Location: UAE (Dubai/Abu Dhabi)

Employment: Full-time

Reports to: Head of Channels (Demand & Delivery Business Partner)

Work setup: Hybrid; client meetings on-site

Travel: Mainly within UAE; occasional GCC

Role Purpose

Win new customers and grow existing ones for Atlassian solutions (licenses, renewals, and services such as implementation, migration, training, and managed support). Work closely with Channels, Pre-Sales, Delivery, and Atlassian’s team.

Key Responsibilities

• Own the territory: Build an account plan for enterprise and government; target and qualify prospects.
• Create pipeline: Run outreach, events/webinars, and co-marketing with Atlassian; use LinkedIn and referrals.
• Understand needs: Lead discovery and position Jira Software, Jira Service Management, Confluence, Bitbucket, Team Work Collection and Strategy Bundles (Jira Align).
• Run deals end-to-end: Prepare proposals and pricing, manage approvals, partner portal tasks, and contracts.
• Public sector readiness: Handle RFIs/RFPs/RFQs and supplier onboarding for UAE government entities.
• Forecast & CRM: Keep CRM clean and provide accurate weekly/monthly forecasts.
• Renew & expand: Track renewals early; upsell to Premium/Enterprise and attach services/apps.
• Team with partners: Co-sell with Atlassian and engage Marketplace vendors.
• Handover well: Transfer closed deals to Delivery with clear scope, success criteria, and risks.

Requirements

• 5+ years in B2B software sales (SaaS + services) with a quota.
• Proven sales into UAE enterprise and/or government.
• Working knowledge of Atlassian use cases (Agile/DevOps, ITSM, knowledge management).
• Strong commercial skills (pricing, multi-year deals, renewals).
• Excellent English; Arabic is a plus.
• Bachelor’s degree in Business/IT/Engineering (or similar).