Senior Account Executive - AI & Digital Natives

Working at Atlassian: Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. This role is available only in the United Kingdom.

Overview: We’re looking for a Senior 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 founders, CTOs, operators, and VCs early. 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.

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.
• 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.

Qualifications:

• 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, 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.

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.

Legal: To ensure that our products and culture continue to incorporate everyone's perspectives and experience, 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. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.