Senior Account Executive

Job Responsibility

Own a focused set of top AI Native and Digital Native targets in one of our priority ecosystems and drive fast-paced, high-velocity deals from first engagement through close
Hunt into greenfield accounts, free users, and customers with a small Atlassian footprint, using strong messaging and market insight to create urgency and convert early interest into commercial outcomes
Run founder-, CTO-, and executive-level discovery with technical and commercial credibility across startups, scale-ups, and emerging category leaders
Own high-velocity commercial cycles involving product-led usage signals, technical champions, founder-led decisions, and high expectations for relevance and speed
Use local market knowledge to prioritize accounts, build relationships in the startup ecosystem, and identify where funding events, hiring signals, product momentum, usage data, or investor influence may create opportunity
Represent Atlassian in the local startup ecosystem with founders, CTOs, startup operators, and VC stakeholders who expect sellers to understand how modern technical companies buy, build, and scale
Partner closely with inside sales, which will help create pipeline for top targets and work smaller opportunities, while you focus on the highest-priority accounts and most visible commercial moments
Collaborate with the Manager, AI GTM Engineer, Marketing, Growth Platform, and SalesOps to refine plays, improve signal quality, and increase conversion on top targets
Bring insight back to the team: what founders are saying, what VCs are seeing, what signals matter, and where Atlassian can win
Stay flexible as new signals, automations, and workflows come online, and help improve the AI GTM stack while executing against your targets

Requirements

Proven success as a greenfield closing Account Executive in SaaS, cloud, infrastructure, developer tooling, collaboration, or adjacent technology environments with demonstrated experience hunting new logos
Deep knowledge of the startup and AI-native ecosystem in at least one target market: Bay Area, New York, or London
Ability to speak the language of founders, CTOs, technical operators, and startup executives with confidence and credibility
Strong understanding of how modern startups buy: fast evaluation cycles, technical champions, product-led entry points, board and investor influence, and pressure to standardize quickly as they scale
Core understanding of new AI consumption patterns and interfaces, including MCP, CLI-based workflows, AI agents, developer tooling, and how AI-native teams evaluate productivity and collaboration platforms
Comfort engaging with VCs, accelerators, startup communities, and ecosystem partners where doing so helps shape pipeline quality, market access, or customer credibility

Nice to have

A strong personal network inside the startup, AI Native, or Digital Native ecosystem, with credibility among founders, operators, and investors
Experience selling into high-growth startups where buyer journeys involve technical teams, product usage, procurement evolution, and executive sponsorship
A strong hunting instinct, including the ability to create relationships with new stakeholders, open doors through the ecosystem, and convert greenfield accounts through value-based messaging
Exposure to AI-first workflows, developer tools, MCP, CLI-based interfaces, collaboration platforms, ITSM, or enterprise tooling used by modern engineering-led companies
The ability to tailor messaging by ecosystem, company stage, technical maturity, and sub-segment, not just by persona
A reputation for bringing useful market perspective to customers rather than generic seller talk
Evidence that you are already plugged into the local startup scene through community activity, events, operator networks, founder circles, or VC relationships
Comfort pitching Atlassian's value to VCs and ecosystem influencers, not only to end customers

What we offer

Health Coverage
Paid Volunteer Days
Wellness Resources
Health Insurance
Dental Insurance
Vision Insurance
Life Insurance
Short-Term Disability
Long-Term Disability
FSA
HSA With Employer Contribution
Fitness Subsidies
Mental Health Benefits
On-Site Gym
HSA
Adoption Leave
Birth Parent Or Maternity Leave
Non-Birth Parent Or Paternity Leave
Fertility Benefits
Adoption Assistance Program
Family Support Resources
Flexible Work Hours
Remote Work Opportunities
Hybrid Work Opportunities
Work-From-Home Stipend
Holiday Events
Casual Dress
Pet-Friendly Office
Happy Hours
Snacks
Some Meals Provided
On-Site Cafeteria
Paid Vacation
Paid Holidays
Personal/Sick Days
Volunteer Time Off
Leave Of Absence
401(K) With Company Matching
Company Equity
Performance Bonus
Relocation Assistance
Financial Counseling
Access To Online Courses
Internship Program
Leadership Training Program
Tuition Reimbursement
Learning And Development Stipend
Promote From Within
Founder Led
Employee Resource Groups (ERG)
Diversity, Equity, And Inclusion Program

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Senior Account Executive - AI & Digital Natives

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Requirements

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