Founding AE - AI & Digital Natives UK/I

Working at Atlassian, Atlassians can choose where they work – in an office, from home, or a combination of the two. This flexibility gives employees more control over supporting their family, personal goals, and other priorities. We hire people in any country where we have a legal entity.

This role is available only in the United Kingdom.

About the Team: The AI & Digital Natives team concentrates on high‑potential companies that combine product‑led adoption with founder‑led decisions and investor visibility. The team requires local ecosystem knowledge, value articulation, and the ability to engage founders, CTOs, operators, and VCs early. The position works in tandem with inside sales, which generates volume pipeline and surfaces warm signals. Senior Account Executives focus on the highest‑priority accounts and the most visible commercial moments.

Responsibilities:

• Own a focused set of top AI Native and Digital Native targets in 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 to create pipeline for top targets and focus on the highest‑priority accounts and most visible commercial moments.
• Collaborate with the 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.

Qualifications:

Minimum Required Experience:

• 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.

What Sets You Apart:

• 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 and 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.

Our Perks & Benefits:

Atlassian offers a variety of perks and benefits to support you, your family, and help you engage with your local community, including health coverage, paid volunteer days, wellness resources, and more.

About Atlassian & EEO Statement: 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 are designed for all types of work. We believe that the unique contributions of all Atlassians create our success. To ensure our products and culture continue to incorporate everyone's perspectives, 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. We can provide accommodations or adjustments at any stage of the recruitment process. To learn more about our culture and hiring process, visit go.atlassian.com/crh.