Overview

About the Role

The SDR organization is entering a new operating model in which AI is embedded into how sellers prospect, prioritize, personalize, coach, and create pipeline. As the AI Productivity Lead, Sales Development, you will lead that transformation.

You will discover, build, ship, measure, and scale AI-powered workflows that make SDRs and SDR managers more productive. This is a hands-on builder role embedded in Sales Development, with an executive mandate to redesign how the organization works and create more pipeline with the same headcount. You will partner across Sales, RevOps, Enablement, Engineering, Marketing, and AI governance to turn high-value use cases into repeatable products and measurable outcomes.

Outcomes-driven: Make every SDR materially more productive by eliminating low-value manual work, increasing pipeline creation, improving conversion, and giving managers greater coaching leverage.
Why This Role Matters

This is a dedicated builder role for the SDR organization, accountable for turning AI opportunities into a reliable operating infrastructure. Embedded with the team responsible for an aggressive FY27 pipeline target, you will help Atlassian improve productivity, conversion quality, and speed-to-lead while enabling SDRs and managers to focus more time on high-value customer interactions.

You are not joining an AI team to help people use tools. You are becoming a product builder embedded inside one of the world's largest SDR organizations, with the opportunity to redesign how sellers and managers work every day.

Responsibilities

What You'll Do

• Identify high-value opportunities: Shadow SDRs and managers, analyze workflows across tools such as Salesforce, Outreach, Gong, and Slack, and maintain a prioritized backlog of work AI can eliminate or improve.
• Build and scale AI products: Design, prototype, launch, and iterate internal products such as research agents, account briefs, meeting-prep assistants, manager briefs, coaching copilots, forecast assistants, territory planners, and pipeline inspectors.
• Own the experimentation roadmap: Run disciplined experiments focused on meetings, connect rates, personalization, ramp, administrative time, forecasting, coaching, and qualified pipeline. Scale what works and stop what does not.
• Lead cross-functional delivery: Translate field problems into product requirements and partner with Engineering, RevOps, Enablement, Product Marketing, Sales leadership, and AI governance to deliver secure, governed, adopted solutions.
• Improve manager leverage: Build systems that help managers coach more reps with better visibility and less administrative effort, without sacrificing coaching quality or operating discipline.
• Embed AI into daily work: Integrate AI into prospecting, prioritization, personalization, onboarding, coaching, inspection, forecasting, and performance workflows so new capabilities become part of how SDRs operate.
• Build for sustainability: Establish appropriate guardrails for privacy, security, cost, performance, reliability, and human judgment. Monitor workflows, manage incidents, and continuously improve operational quality.
• Measure business impact: Track adoption, time saved, meetings booked, pipeline created, conversion, quality, manager hours reclaimed, ramp impact, and revenue contribution.

Pay Ranges

In The United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $153,000 - $199,750

Zone B: $137,700 - $179,775

Zone C: $127,800 - $166,850

Qualifications

Required Qualifications

• Experience building and deploying AI-powered workflows, agents, copilots, automations, or internal tools in a production environment.
• Strong technical foundation with the ability to write business logic, design solutions, integrate systems, troubleshoot workflows, and ship reliably at pace.
• Practical experience with LLMs, prompt design, agent architecture, evaluation, guardrails, and human-in-the-loop operating models.
• Experience integrating CRM, sales engagement, marketing automation, enrichment, intent, analytics, or collaboration systems; familiarity with APIs, webhooks, data models, and light scripting.
• Understanding of SDR, sales, revenue operations, or GTM workflows, including prospecting, prioritization, sequencing, qualification, handoff, and pipeline conversion.
• Ability to communicate technical concepts clearly to non-technical stakeholders and translate business requirements into practical technical designs.
• Builder-operator mindset, commercial judgment, curiosity, and an experimental approach: you test hypotheses, learn from data, and evaluate workflows by the outcomes they drive.
• Ability to partner effectively across technical, operational, and field teams in an ambiguous environment.

Preferred Qualifications

• Experience in GTM engineering, RevOps, sales or marketing operations, growth engineering, or a technical role embedded in a sales or revenue organization.
• Experience building AI or automation products in a B2B enterprise environment with accountability for pipeline, conversion, productivity, or revenue outcomes.
• Hands-on experience with Salesforce, Outreach, Gong, 6sense, Marketo, Clay, Rovo, or comparable platforms.
• Experience with data enrichment, intent signals, event-driven systems, data warehouses, or BI tools at scale.
• Experience scaling workflows globally with appropriate localization, governance, adoption, and change-management practices.

Success in Your First Six Months

• Launch a portfolio of production AI workflows tied to priority SDR use cases.
• Reduce SDR administrative time by a meaningful, measurable amount.
• Drive sustained adoption across SDRs and managers.
• Increase meetings, qualified pipeline, or conversion in targeted cohorts.
• Improve manager leverage by reclaiming coaching and inspection time.
• Establish clear business cases, success metrics, governance, and executive visibility for the workflow portfolio.