Be an Early Applicant
Atlassian provides tools to help every team unleash their full potential.
The Role
Drive inbound follow-up and outbound prospecting for SMB accounts, qualify customer needs, conduct consultative sales conversations, demonstrate Atlassian product value, develop territory plans, and achieve revenue quotas through new and expansion opportunities.
Summary Generated by Built In
Atlassians have flexibility in 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. Interviews and onboarding are conducted virtually, as part of being a distributed-first company.
SMB Account Executives play a crucial role in guiding customers through their Atlassian cloud journey. The primary objective is to demonstrate to SMB customers how Atlassian products can effectively support their objectives. Operating at scale, Sales Associates are expected to advocate for their customers, offering valuable insights to our product and engineering teams to enhance the customer experience. This collaborative effort is closely coordinated with our Product specialists and Marketing organization.
SMB AE's are known for their customer-centric approach and innovative thinking. They are adept at managing resources efficiently to cater to the requirements of our top 30,000 SMB customers.
You will directly report to the Sales Manager within your geographical region. This position is remote, offering flexibility and autonomy.
What You'll Do:
Qualifications:
SMB Account Executives play a crucial role in guiding customers through their Atlassian cloud journey. The primary objective is to demonstrate to SMB customers how Atlassian products can effectively support their objectives. Operating at scale, Sales Associates are expected to advocate for their customers, offering valuable insights to our product and engineering teams to enhance the customer experience. This collaborative effort is closely coordinated with our Product specialists and Marketing organization.
SMB AE's are known for their customer-centric approach and innovative thinking. They are adept at managing resources efficiently to cater to the requirements of our top 30,000 SMB customers.
You will directly report to the Sales Manager within your geographical region. This position is remote, offering flexibility and autonomy.
What You'll Do:
- Follow up on qualified inbound leads (MQLs, trial signups, demo requests) and drive outbound prospecting to generate new and expansion pipeline for SMB accounts.
- Qualify customers' needs and pain points through a consultative sales approach, building strong strategic relationships.
- Demonstrate the value and ROI of Atlassian products, assisting customers in building compelling business cases to drive adoption and upsell opportunities.
- Develop and execute territory account plans to meet or exceed quota, maximizing revenue growth and customer success across a broad portfolio.
- Stay current on industry trends, market dynamics, and competitor activities to inform strategy and customer conversations.
Qualifications:
- 3+ years of experience in outbound sales in a quota-carrying B2B software sales role
- Proven track record of exceeding performance targets
- Building and leading territory & strategic account plans
- Proficiency in using sales tools such as CRM software (e.g., Salesforce) and prospecting tools
- Comfortable working in a fast-paced, dynamic environment and adapting to changing priorities.
- You have a do-it-right mentality with a customer-centric mindset.
Skills Required
- 3+ years of experience in outbound sales in a quota-carrying B2B software sales role
- Proven track record of exceeding performance targets
- Experience building and leading territory and strategic account plans
- Proficiency with CRM software such as Salesforce and prospecting tools
- Ability to work in a fast-paced, dynamic environment and adapt to changing priorities
- Customer-centric mindset and do-it-right mentality
What the Team is Saying
Tiffany
Engineering Senior Associate, United States
Gautam
Software Engineer, United States
Tygrr
Product Manager, United States
Ashleigh
Frontend Engineer, United States
Jensen
Senior Frontend Software Engineer, United States
Javier
Senior Solutions Engineer, United States
Atlassian Compensation & Benefits Highlights
-
Parental & Family Support — 26 weeks paid leave for birthing parents and 20 weeks for non‑birthing parents are offered, alongside inclusive family‑formation support such as fertility, adoption, and surrogacy. Additional resources include neurodiverse family support and conveniences like breastmilk shipping for business travel.
-
Healthcare Strength — Medical, dental, and vision coverage is paired with extensive mental‑health programs (e.g., Modern Health/EAP), plus disability and life insurance in many locations. Fertility and family‑formation benefits further expand the health offering.
-
Retirement Support — A 401(k) with a 4% company match and 100% immediate vesting is highlighted for U.S. employees. Retirement planning support is also included.
Atlassian Insights
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
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 300,000 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.
Gallery
Atlassian Teams
Atlassian Offices
Remote Workspace
Employees work remotely.
Atlassians have flexibility in where they work to support their family, personal goals, and other priorities. Our approach to distributed work allows us to tap into talent beyond our office locations, and to reimagine how work gets done.
Typical time on-site:
None
San Francisco, CA
Australia
Japan
Canada
Netherlands
Amsterdam, NL
Austin, TX
Austin, TX
Bellevue, WA
India
Boston, Massachusetts
Boston, MA
Chicago, IL
Poland
Mountain View, CA
New York, NY
Australia
Learn more
