Account Executive - AI & Digital Natives UK/I in London

Working at Atlassian, Atlassians can choose where they work – whether in an office, from home, or a combination of the two. This role is available only in the United Kingdom.

We are looking for a well-versed Account Executive, AI & Digital Natives, to help build and scale a focused go-to-market motion for AI-native and digital-native companies. These customers move quickly, evaluate tools differently, and expect sellers to bring technical credibility, sharp relevance, and strong ecosystem context.

About the Team: Atlassian has an opportunity to become core infrastructure for the next generation of startups and AI-native builders. Winning here requires local ecosystem knowledge, crisp value articulation, and the ability to engage the people shaping these companies early, including founders, CTOs, operators, and the VCs around them.

The AI & Digital Natives team focuses on high-potential companies where relationship quality, timing, technical credibility, and relevant messaging materially affect outcomes. Most accounts are greenfield, free users, or customers with a small existing Atlassian footprint, so this role requires strong hunting skills, disciplined prioritization, and the ability to turn early signals into pipeline and revenue.

This motion is intentionally paired with inside sales coverage. Inside sales creates volume pipeline, works smaller opportunities, and helps surface warm signals, while 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 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.
• 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.
• Partner closely with inside sales, which will help create pipeline for top targets and work smaller opportunities.
• Collaborate with the Manager, AI GTM Engineer, Marketing, Growth Platform, and SalesOps to refine plays, improve signal quality, and increase conversion on top targets.
• Stay flexible as new signals, automations, and workflows come online, and help improve the AI GTM stack while executing against your targets.

Qualifications:

• Proven success as a greenfield closing Account Executive in SaaS, cloud, infrastructure, developer tooling, collaboration, or adjacent technology environments.
• 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.
• Core understanding of new AI consumption patterns and interfaces.
• Comfort engaging with VCs, accelerators, startup communities, and ecosystem partners.

What Sets You Apart:

• A strong personal network inside the startup, AI Native, or Digital Native ecosystem.
• Experience selling into high-growth startups.
• A strong hunting instinct, including the ability to create relationships with new stakeholders.
• Exposure to AI-first workflows, developer tools, MCP, CLI-based interfaces, collaboration platforms.
• The ability to tailor messaging by ecosystem, company stage, technical maturity, and sub-segment.
• A reputation for bringing useful market perspective to customers.
• Evidence that you are already plugged into the local startup scene.
• Comfort pitching Atlassian’s value to VCs and ecosystem influencers.

Our perks & benefits: Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more.

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. We believe that the unique contributions of all Atlassians create our success.