Program Manager, Partner Demand Generation & Strategy
Atlassian· Enterprise Software· Oct 23, 2026 · 5d ago
San Francisco, California
Remote
Full-time
Staff
$160K–$228K est.
8+ years exp
Job description
Working at Atlassian
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The Role :
The Program Manager, Partner Demand Generation & Strategy reports into the Head of Partner GTM Ops and owns the pipegen playbook and framework for the partner motion. This motion is built upon the Field Strategy to ensure field and geo teams can execute, closing the strategy-to-execution gap, and making partner pipeline generation repeatable. The Partner GTM Ops team deeply understands the field strategy, collaborates with S&S Strategy, Marketing, and Solution Success to build the operating frameworks, plans, and reporting that make the partner go-to-market motion run.
This role requires a proven sales background—ideally someone who has operated close to the field—and a track record of building, scaling, and improving pipeline-generation motions. The person must have seen and applied what a high-quality pipegen framework looks like in practice, not just designed one on paper: translating strategy into executable plays, defining the right inputs and inspection points, and using performance data to identify gaps and drive iteration. They should be able to design and propose net-new pipeline initiatives as needed, with a deep understanding of the sales motion, including ASP, win rates, and MQL-to-pipeline conversion.
The role inventories what works today across partner and sales business, designs scalable tactics, and orchestrates an integrated pipegen plan that connects marketing, field, and geo plans to global sourcing targets. It operates at a leadership level, partners across the business, and designs and inspects the motion. This role will establish a reliable read on whether the pipegen framework is delivering - analyzing pipegen data to find where the framework needs to improve, and reporting progress and gaps to leadership.
Purpose: Own the global framework and playbook for partner pipeline generation, establishing a scalable and repeatable partner motion that enables the field to execute. The role will iteratively refine the framework based on field feedback and performance. It will address the strategy-to-execution gap identified by P&A leadership by designing run-ready partner plays, developing essential field-ready assets in collaboration with Enablement, and coordinating resources around integrated pipeline plans.
What this person is responsible for:
• The framework — a documented playbook, repeatable model for sourcing and teaming pipeline, not one-off campaigns at a leadership levels. Gain leadership approval on the pipegen framework and drive and land the adoption of the framework and its instrumentation across the business.
• Pipeline-generation activities/tactics — Design tactics, plays, and activities for each partner type; identify required tools and resources by segment, geo, and timeframe, and establish why.
• The integrated plan — an orchestrated pipegen playbook that ties to global annual sourcing targets. The outcome is that the plan lands in the field, fully optimizing field execution for maximum PipeGen impact.
• Weekly Framework feedback loop and reporting — in partnership with the Head of FPO, provide leadership with a reliable weekly read on the pipegen activities' progress and gaps: whether we’re pacing to sourcing targets, what’s working and what isn’t, and where the risks are. This role should review the FPO health metrics and analysis for how tactics are performing and need to be changed.
• Proven Sales & Field Experience: 8+ years of experience in Sales, Sales Operations, or Partner GTM, with a strong background in operating close to the field. You have a deep understanding of the sales motion, including ASP, win rates, and MQL-to-pipeline conversion.
• Pipeline Generation Expertise: A track record of building, scaling, and improving pipeline-generation motions in a B2B SaaS environment.
• Strategic Execution: Demonstrated ability to translate high-level strategy into executable plays and documented playbooks that field teams can easily adopt and localize.
• Data-Driven Decision Making: Proficiency in using performance data and health metrics to identify execution gaps, drive iteration, and provide reliable reporting to executive leadership.
• Cross-Functional Leadership: Experience orchestrating integrated plans across Marketing, Sales Strategy, and Enablement teams to align global sourcing targets with regional execution.
Preferred Qualifications:
• Partner Ecosystem Knowledge: Experience specifically within a partner-led or channel-motion GTM strategy, understanding the nuances of different partner types and incentives.
• Change Management: Proven ability to drive adoption of new frameworks and tools across a distributed, global organization.
• Operational Rigor: Experience establishing governance models, RACI frameworks, and feedback loops that ensure long-term scalability of sales tactics.
Benefits & Perks
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits .
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .
In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
This role may also be eligible for benefits, bonuses, commissions, and equity.
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