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About the Role
As an SMB+ Core Account Executive, you will grow Atlassian’s footprint across assigned 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, focusing on uncovering whitespace, acquiring net-new logos, and converting free instances into paid solutions. You will connect customer business challenges to the Atlassian platform, partnering closely with cross-functional teams. Our team combines customer advocacy with a builder’s mindset, testing new approaches and adapting as the motion evolves. Success is a team effort, sharing insights and prioritizing collective progress.
Responsibilities
- Own and exceed an individual revenue quota and pipeline creation targets across assigned Top SMB accounts.
- Run targeted outbound and inbound sales plays.
- Conduct deep discovery and deliver value-based positioning that guides prospects through cloud evaluation, security and compliance requirements, and platform adoption.
- Collaborate with Jira Service Management overlays and Solutions Engineers to identify and close cross-sell opportunities across the Atlassian platform.
- Apply product usage data, Product-Qualified Leads (PQLs), CRM insights, and AI-driven workflows to prioritize high-intent accounts and accelerate sales velocity.
- Keep Salesforce data accurate and current, conduct regular pipeline inspection, and provide reliable forecasts, deal milestones, and risk assessments.
- Work with regional Solution Partners and Channel teams to co-sell and provide implementation support.
- Share market trends, objection patterns, and customer insights with Sales Leadership, Marketing, and Revenue Operations to refine Top SMB sales plays.
Requirements
- Business-level proficiency in English and any additional European languages.
- 2–4+ years of quota-carrying B2B SaaS inside sales or full-cycle Account Executive experience, with a documented record of meeting or exceeding targets.
- Experience selling into the assigned territory, with an understanding of local business cultures, cloud readiness, procurement practices, and competitive dynamics.
- Demonstrated ability to prospect, build pipeline from scratch, conduct consultative discovery, manage evaluations, negotiate commercial terms, and close.
- Familiarity with structured sales frameworks such as MEDDPICC.
- Experience selling collaboration, productivity, DevOps, or IT service management software is a strong advantage.
- Proficiency with Salesforce and sales engagement platforms, with a proactive approach to using product telemetry, CRM data, AI tools, and automation.
- Excellent verbal and written English communication skills.
- Additional language proficiency relevant to the assigned territory is an advantage.
- Excited to test new plays, learn quickly, and contribute to team best practices in a high-growth sales environment.
Skills
- Salesforce
- Sales engagement platforms
- AI tools
- Automation
Location
- Remote
- UK
Work Type
- Remote
- Full-time
Experience Level
- 2-4+ years
About the Company
- Atlassian is a software company that helps teams collaborate and work better together.
- The company focuses on growing its footprint across small and medium-sized business accounts.
- Atlassian offers solutions including Jira, Confluence, Loom, and Rovo.
Equal Opportunity
- Candidates must have the right to work in the UK without the need for sponsorship.