The posting
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.
