Atlassian
Founding AE - AI & Digital Natives UK/I
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Founding AE - AI & Digital Natives UK/I
Account Executive, AI & Digital Natives
Overview
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. We can hire people in any country where we have a legal entity.
Important to note: To be considered for this role, you must currently reside and have the right to work in the UK. We do not offer relocation support or visa sponsorship at this time.
We are looking for a well-versed Account Executive, AI & Digital Natives, to help build and scale a focused go-to-market motion for AI-native and digital-native companies. These customers move quickly, evaluate tools differently, and expect sellers to bring technical credibility, sharp relevance, and strong ecosystem context.
About the Team
Atlassian has an opportunity to become core infrastructure for the next generation of startups and AI-native builders. These companies often combine:
- Product-led adoption
- Founder-led decisions
- Technical stakeholder influence
- Investor or board visibility
Winning here requires more than traditional territory coverage:
- Local ecosystem knowledge
- Crisp value articulation
- Ability to engage founders, CTOs, operators, and VCs early
The AI & Digital Natives team focuses on high-potential companies where:
- Relationship quality, timing, technical credibility, and relevant messaging materially affect outcomes
- Most accounts are greenfield, free users, or customers with a small existing Atlassian footprint → Requires strong hunting skills, disciplined prioritization, and converting early signals into pipeline and revenue
This motion is intentionally paired with inside sales coverage:
- Inside sales creates volume pipeline
- Works smaller opportunities
- Helps surface warm signals
- Senior Account Executives focus on:
- Highest-priority accounts
- Most visible commercial moments
We are also building the AI GTM stack in parallel with the sales motion. The goal is to put Senior Account Executives at the forefront of AI GTM today:
- Work many hot, pre-qualified leads
- Help define the next-generation playbook
Responsibilities
What You’ll Do
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Own a focused set of top AI Native and Digital Native targets in one of our priority ecosystems and drive fast-paced, high-velocity deals from first engagement through close.
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Hunt into greenfield accounts, free users, and customers with a small Atlassian footprint, using:
- Strong messaging
- Market insight Conversion into commercial outcomes through urgency
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Run founder-, CTO-, and executive-level discovery with:
- Technical and commercial credibility Applies to startups, scale-ups, and emerging category leaders
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Own high-velocity commercial cycles involving:
- Product-led usage signals
- Technical champions
- Founder-led decisions
- High expectations for relevance and speed
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Use local market knowledge to:
- Prioritize accounts
- Build relationships in the startup ecosystem
- Identify opportunities aligned with:
- Funding events
- Hiring signals
- Product momentum
- Usage data
- Investor influence
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Represent Atlassian in the local startup ecosystem with:
- Founders
- CTOs
- Startup operators
- VC stakeholders (Expectation: sellers must understand how modern technical companies buy, build, and scale)
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Partner closely with inside sales to:
- Help create pipeline for top targets
- Work smaller opportunities
- You focus on highest-priority accounts and most visible commercial moments
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Collaborate with:
- Manager, AI GTM Engineer
- Marketing
- Growth Platform
- SalesOps To refine:
- Plays
- Improve signal quality
- Increase conversion on top targets
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Bring insight back to the team:
- What founders are saying
- What VCs are seeing
- What signals matter
- Where Atlassian can win
-
Stay flexible as:
- New signals, automations, and workflows come online
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Help improve the AI GTM stack while executing against targets
Qualifications
Minimum Required Experience
✔ Proven success as a greenfield closing Account Executive in:
- SaaS
- Cloud
- Infrastructure
- Developer tooling
- Collaboration
- Adjacent technology environments Demonstrated experience hunting new logos
✔ Deep knowledge of the startup and AI-native ecosystem in at least one target market:
- Bay Area
- New York
- London
✔ Ability to speak the language of:
- Founders
- CTOs
- Technical operators
- Startup executives With confidence and credibility
✔ Strong understanding of how modern startups buy:
- Fast evaluation cycles
- Technical champions
- Product-led entry points
- Board and investor influence
- Pressure to standardize quickly as they scale
✔ Core understanding of new AI consumption patterns and interfaces:
- MCP (Multichannel Platform Interaction)
- CLI-based workflows
- AI agents
- Developer tooling
- How AI-native teams evaluate productivity and collaboration platforms
✔ Comfort engaging with:
- VCs
- Accelerators
- Startup communities
- Ecosystem partners To shape:
- Pipeline quality
- Market access
- Customer credibility
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What Sets You Apart
🔹 Strong personal network inside:
- Startup, AI-Native, or Digital-Native ecosystem Credibility with:
- Founders
- Operators
- Investors
🔹 Experience selling into high-growth startups where buyer journeys involve:
- Technical teams
- Product usage
- Procurement evolution
- Executive sponsorship
🔹 Strong hunting instinct, including:
- Creating relationships with new stakeholders
- Opening doors through the ecosystem
- Converting greenfield accounts via value-based messaging
🔹 Exposure to:
- AI-first workflows
- Developer tools
- MCP
- CLI-based interfaces
- Collaboration platforms
- ITSM
- Enterprise tooling used by modern engineering-led companies
🔹 Ability to tailor messaging by:
- Ecosystem
- Company stage
- Technical maturity
- Sub-segment (more than just persona-based)
🔹 Reputation for bringing useful market perspective to customers (NOT generic seller talk)
🔹 Evidence of local startup scene involvement:
- Community activity
- Events
- Operator networks
- Founder circles
- VC relationships
🔹 Comfort pitching Atlassian’s value to VCs and ecosystem influencers, in addition to end customers
#LI-Remote
Our perks & benefits
Atlassian offers support through: ✅ Health coverage ✅ Paid volunteer days ✅ Wellness resources ✅ Learn more here
About Atlassian
We are motivated by a common goal: to unleash the potential of every team.
Our software helps teams worldwide and is designed for all types of work. Together, we believe that:
What may be impossible alone is possible together.
Our values & commitment
🔸 Diversity & inclusion is central to us. We never discriminate based on:
- Race
- Religion
- National origin
- Gender identity or expression
- Sexual orientation
- Age
- Marital status
- Veteran status
- Disability
🔹 All information is kept confidential per EEO guidelines.
Accommodations
To provide the best experience, we can support:
- Accommodations or adjustments at any stage of the recruitment process
- Simply inform our Recruitment team during your conversation
Learn more
Visit go.atlassian.com/crh for more insights on our culture & hiring process.
Legal note
In line with local law: ✅ Identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.
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