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The Role
Own the full sales cycle for high-potential SMB accounts across an assigned territory. Responsibilities include prospecting, pipeline and quota growth, consultative discovery, platform selling, cross-selling Atlassian products, negotiating and closing deals, maintaining Salesforce data, forecasting, collaborating with partners, and improving sales plays using customer insights, product signals, and AI workflows.
Summary Generated by Built In
Sales | London, United Kingdom | Remote, Remote | Full-Time
As an SMB+ Core Account Executive, you will play a pivotal role in growing Atlassian's footprint across an assigned territory of high-potential small and medium-sized business accounts. You will own the end-to-end sales cycle, from landing new customers and expanding existing relationships through renewal, with a territory focus on uncovering whitespace, acquiring net-new logos, and converting high-potential free instances into paid, enterprise-grade solutions. You will connect customer business challenges to the broader Atlassian platform, including Jira, Confluence, Loom, and Rovo, while partnering closely with Solutions Engineering, Marketing, Channel Partners, and Solution Sales Executives.
Our team combines customer advocacy with a builder's mindset. You'll bring customer feedback and market insights to Product, Engineering, and Marketing, working with cross-functional partners to improve the customer experience and refine a growth motion that can scale. We test new approaches, learn from what works and what doesn't, and adapt as the motion evolves. Success here is a team effort: we share insights and playbooks, learn from one another, and put collective progress ahead of individual heroics. You'll have the autonomy to own your territory while staying closely connected to your regional team and partners.
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As an SMB+ Core Account Executive, you will play a pivotal role in growing Atlassian's footprint across an assigned territory of high-potential small and medium-sized business accounts. You will own the end-to-end sales cycle, from landing new customers and expanding existing relationships through renewal, with a territory focus on uncovering whitespace, acquiring net-new logos, and converting high-potential free instances into paid, enterprise-grade solutions. You will connect customer business challenges to the broader Atlassian platform, including Jira, Confluence, Loom, and Rovo, while partnering closely with Solutions Engineering, Marketing, Channel Partners, and Solution Sales Executives.
Our team combines customer advocacy with a builder's mindset. You'll bring customer feedback and market insights to Product, Engineering, and Marketing, working with cross-functional partners to improve the customer experience and refine a growth motion that can scale. We test new approaches, learn from what works and what doesn't, and adapt as the motion evolves. Success here is a team effort: we share insights and playbooks, learn from one another, and put collective progress ahead of individual heroics. You'll have the autonomy to own your territory while staying closely connected to your regional team and partners.
- Drive quota and pipeline growth: Own and exceed an individual revenue quota and pipeline creation targets across assigned Top SMB accounts.
- Execute high-impact sales plays: Run targeted outbound and inbound plays.
- Lead consultative, platform-based selling: Conduct deep discovery and deliver value-based positioning that guides prospects through cloud evaluation, security and compliance requirements, and platform adoption.
- Expand multi-product adoption: Collaborate with Jira Service Management overlays and Solutions Engineers to identify and close cross-sell opportunities across the Atlassian platform.
- Use product signals and AI: Apply product usage data, Product-Qualified Leads (PQLs), CRM insights, and AI-driven workflows to prioritize high-intent accounts and accelerate sales velocity.
- Maintain territory and pipeline discipline: Keep Salesforce data accurate and current, conduct regular pipeline inspection, and provide reliable forecasts, deal milestones, and risk assessments.
- Collaborate with partners: Work with regional Solution Partners and Channel teams to co-sell and provide implementation support where needed.
- Improve the sales playbook: Share market trends, objection patterns, and customer insights with Sales Leadership, Marketing, and Revenue Operations to refine Top SMB sales plays.
- Business-level proficiency in English and French. Other languages also an advantage.
- 2-4+ years of experience: Quota-carrying B2B SaaS inside sales or full-cycle Account Executive experience, with a documented record of meeting or exceeding targets.
- Territory expertise: Experience selling into the assigned territory, with an understanding of local business cultures, cloud readiness, procurement practices, and competitive dynamics.
- Full-cycle sales execution: Demonstrated ability to prospect, build pipeline from scratch, conduct consultative discovery, manage evaluations, negotiate commercial terms, and close.
- Methodology and qualification: Familiarity with structured sales frameworks such as MEDDPICC.
- Product and SaaS fluency: Experience selling collaboration, productivity, DevOps, or IT service management software is a strong advantage.
- Signal-driven operating style: Proficiency with Salesforce and sales engagement platforms, with a proactive approach to using product telemetry, CRM data, AI tools, and automation.
- Communication: Excellent verbal and written English communication skills. Additional language proficiency relevant to the assigned territory is an advantage.
- Adaptability and builder mentality: Excited to test new plays, learn quickly, and contribute to team best practices in a high-growth sales environment.
Join the Atlassian Talent Community
Don't see an exact role match? No problem! Join our Talent Community and stay up-to-date on company and careers updates relevant to your career.
Join now
Skills Required
- Business-level proficiency in English and French
- 2-4+ years of quota-carrying B2B SaaS inside sales or full-cycle Account Executive experience
- Documented record of meeting or exceeding sales targets
- Experience selling into the assigned territory and understanding local business cultures, procurement practices, cloud readiness, and competition
- Full-cycle sales experience, including prospecting, pipeline creation, discovery, evaluations, negotiation, and closing
- Familiarity with structured sales frameworks such as MEDDPICC
- Experience selling collaboration, productivity, DevOps, or IT service management software
- Proficiency with Salesforce and sales engagement platforms
- Excellent verbal and written English communication skills
- Additional language proficiency relevant to the assigned territory
- Adaptability and willingness to test new sales plays and contribute to team best practices
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
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Parental & Family Support — Parental leave spans 26 weeks for birthing parents and 20 weeks for non-birthing parents, alongside inclusive family-formation benefits such as fertility treatment, adoption, and surrogacy. Additional supports include menopause resources and caregiving-related programs.
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Retirement Support — Retirement programs include a U.S. 401(k) company match with immediate vesting and multiple contribution options. These are complemented by other financial wellbeing tools like HSAs/FSAs.
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Healthcare Strength — Medical coverage is paired with mental-health resources, disability and life insurance, and options such as HSA/FSA. Descriptions also point to solid plan choices with access to counseling, coaching, and 24/7 support.
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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.
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