Inside Sales Account Executive EMEA - AI & Digital Natives

Working at Atlassian

Atlassians can choose 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. Interviews and onboarding are conducted virtually, as part of being a distributed-first company.

This role is based in Manila and will primarily support EMEA time zones. Atlassian is looking for an Inside Sales Representative, AI & Digital Natives to help build pipeline for one of our most important growth opportunities and close smaller, fast-moving opportunities in a high-velocity motion.

At Atlassian, we help teams unleash their potential with products that support collaboration, planning, and execution at scale. Our customers range from early-stage startups to some of the world's largest organizations, but they all share one thing: they rely on great teamwork to move faster and build better.

About the Team

The AI & Digital Natives team is focused on winning the next generation of AI-native and digital-native companies early. These customers move fast, evaluate tools differently, and expect commercial conversations that are relevant, technical, and grounded in how modern teams actually build.

This role is designed as an entry point for strong hunters who can create pipeline in a greenfield market, speak credibly to technical buyers, and close smaller, fast-moving opportunities. The motion is highly greenfield: many accounts will be net-new, free users, or very small-footprint customers, so outbound discipline and curiosity are critical.

• We operate with a builder mindset and a bias for action.
• We combine product-led growth, sales engagement, and signal-based selling to meet prospects where they are.
• We are shaping how Atlassian shows up to technical startups, founders, CTOs, and modern IT buying centers.
• We learn fast, share what works, and improve the system while using it.

You will also work in a modern GTM environment where the AI GTM stack is being built in parallel with the sales motion. That means you should be excited to operate with evolving tools, processes, and playbooks while helping surface hot, pre-qualified leads and improve seller productivity.

Responsibilities

• Create pipeline for the AI & Digital Natives market, including top target accounts, through tailored outreach informed by market signals, funding activity, hiring trends, product usage, and ecosystem context.
• Prospect into AI-native and digital-native accounts that are often net-new, free users, or very small-footprint customers.
• Take early-stage calls before a deal is fully formed, qualify interest, uncover urgency, and create momentum with founders, CTOs, engineering leaders, and IT stakeholders.
• Convert qualified interest into pipeline for the broader AI & DN team, including support on top target accounts.
• Own smaller deals end to end, keeping cycles fast and focused when messaging is right and buyer pain is clear.
• Speak credibly about modern AI and developer workflows, including MCP, CLI-based usage patterns, integrations with LLMs, and why collaboration data and the teamwork graph matter.
• Work mostly on EMEA time zones from Manila, partnering closely with team members (like AI Natives AE) in EMEA.
• Maintain strong follow-up, prioritization, pipeline hygiene, and accurate activity tracking in a high-volume environment.
• Operate at the forefront of AI GTM by using and improving an evolving stack that blends product signals, AI-driven workflows, and human selling.

Qualifications

• Experience in inside sales, SDR/BDR, SMB sales, or an early-career closing role with clear evidence of outbound hunting success.
• Comfort opening greenfield accounts, creating interest from scratch, and handling calls before a customer has meaningfully engaged with Atlassian.
• Ability to speak credibly with founders, CTOs, engineering leaders, and IT buying centers.
• Core understanding of modern AI and developer workflows, including MCP, CLI-based usage patterns, integrations with LLMs, and why collaboration data and the teamwork graph matter.
• Strong written and verbal communication skills, with the ability to make technical topics simple, relevant, and commercial.
• Comfort working at high volume while maintaining quality, follow-up, prioritization, and pipeline hygiene.
• Curiosity about technology and confidence engaging technical buyers in a fast-moving startup environment.
• Willingness to work primarily EMEA time zones from Manila.

What Sets You Apart

• Experience engaging startup or developer-first customers in SaaS, cloud, infrastructure, dev tools, collaboration, or adjacent categories.
• Strong pattern recognition on what makes an AI-native company relevant, such as funding events, technical hiring, product launches, open-source traction, or ecosystem momentum.
• Confidence using AI tools and AI-generated account context to improve outreach quality and speed.
• A learning mindset and excitement about helping shape a new GTM motion rather than stepping into a finished playbook.
• Ability to balance pipeline generation for top targets with efficient execution on smaller close opportunities.
• A proactive, coachable style and a bias toward practical execution.

Why This Role Is Exciting

• You will learn how to prospect and sell into one of the fastest-moving customer segments in tech.
• You will work closely with leaders, senior AEs, and AI GTM builders shaping Atlassian's motion for AI & Digital Natives.
• You will get exposure to a modern GTM environment that blends product signals, AI-driven workflows, and human selling.
• You will be part of building something new, not just inheriting an old book of business.
• You will build skills that are highly relevant to the future of sales.

Our Perks & Benefits

Atlassian offers competitive benefits designed to support our employees and their families. Specific offerings may vary by location, but our approach is consistent: help people do great work and live healthy, balanced lives.

• Competitive compensation and benefits package.
• Support for wellbeing, learning, and career development.
• The opportunity to work with talented teammates on meaningful, high-impact problems.

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet, and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experiences, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you with the best experience, we can support you with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.