Senior Account Executive AI & Digital Natives (Bay Area)

• 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.

• 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.

• 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 Do

Atlassian creates teamwork solutions for high-performing teams. Our portfolio of collaboration and work management software products includes Jira Confluence Trello Loom and Rovo. More than 300000 businesses worldwide rely on Atlassian’s technology including 80 percent of Fortune 500 companies. Our solutions support various business teams and they help organizations plan track and deliver their biggest ideas together.

Why Work With Us

At Atlassian we believe we can accomplish so much more together than apart — which is why everything from our tooling — to our distributed workforce — to how our teams are structured is rooted in collaboration. Come join us and help unleash the potential of every team.

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