Senior Director, Atlassian Partnerships

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