Overview

This role is available in the Bay Area (AMER Zone A).

Atlassian is 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. These companies often combine product-led adoption with founder-led decisions, technical stakeholder influence, and investor or board visibility. Winning here requires more than traditional territory coverage: it 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.

We are also building the AI GTM stack in parallel with the sales motion. The goal is to put Senior Account Executives at the forefront of AI GTM today, working many hot, pre-qualified leads while helping define what the next-generation playbook looks like.

Responsibilities

What You'll Do

• 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.
• Demonstrated experience hunting new logos and opening new relationships in accounts that are greenfield, free users, or low-footprint customers.
• 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.
• Experience prioritizing high-potential accounts using market signals, usage signals, ecosystem knowledge, or business context rather than relying only on static territory management.
• Excellent discovery, qualification, multi-threading, and deal orchestration skills for ambiguous and fast-moving opportunities.
• Comfort engaging with VCs, accelerators, startup communities, and ecosystem partners where doing so helps shape pipeline quality, market access, or customer credibility.
• Strong commercial judgment, disciplined forecasting, and the ability to focus effort on the accounts and moments that matter most.

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.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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: USD 124200 - USD 161460

Zone B: USD 111600 - USD 145080

Zone C: USD 103500 - USD 134550

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits