AI GTM Engineer, 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. We can hire people in any country where we have a legal entity.

This is a hybrid Builder-Seller role in our newly formed AI Natives unit. As an AI GTM Engineer you wont just execute a playbook youll code it. Youll sit at the intersection of Sales Data Science and Engineering to build automated agentic systems that identify enrich and engage the worlds fastest-growing AI companies.

Your goal: replace manual spray and pray outreach with high-fidelity signal-based automation that feels like a 1-to-1 human interaction but operates at 1-to-1000 scale.

You will be part of a newly created team addressing Greenfield AI & Digital Natives account - reporting to the Head of High Velocity Sales

Build the AI GTM Operating System From Zero

• Co-architect and help build the end-to-end AI GTM stack in real-time alongside various stakeholders (Business Owners AI Natives Manager System & Tools SalesOps AI Innovation team Growth Platforrm and Engineering) - this is a live build not a spec on paper (the Stack has been predefined and teams have been mandated to support)

• Ensure the tech stack if acting as a multiplier with specific focus at the top of funnel until lead creation and human handover - addressing greenfield companies with the right angle

• Design deploy and iterate on agentic workflows tailor made for AI & Digital Natives plays - replacing deterministic segment-level plays with fluid account-level orchestration

Bridge Sales Growth Platform & Engineering

• Serve as the connective tissue between HVS Sales (execution) Sales Acceleration & Innovation (SalesTech/CRM) Growth Platform (KYC scoring Post Office orchestration WAC onboarding) and Software Engineering translating business intent into technical builds and vice versa

• Partner directly with Growth Platform engineers to integrate first-party product telemetry and propensity models into the AI GTM so outreach is triggered by signal not schedule

• Work with Systems & Tools as well as SalesOps to ensure Salesforce remains the clean system of record while opening it up as the data foundation for the rest of the stack

Operate and Scale the Stack

• Activate and run the autonomous GTM day-to-day: deploy prompts monitor agent performance tune orchestration rules and escalate only when the system needs human judgment

• Start focused on AI Natives (20k greenfield free accounts) then extend to SMB Sales build once scale many

• Measure what matters: Cost per Inference (CPI) attributed pipeline Signal Detected Meeting Booked Opportunity Created conversion and % rep time recovered for high-value conversations

Multiply the Sales Team

• Act as a multiplier: Leverage the AI GTM Stack to ensure full coverage of the TAM right touchpoints based on expected customer needs and propensity leveraging AEs and Inside Sales to maximize their impact in the customer lifecycle until Closing

• Build proactive co-pilot surfaces (bots dashboards alerts) powered by intent and scoring signals so reps spend 70% of their time on value-based conversations and closing not admin

• Enable Inside Sales and AEs with real-time competitive intelligence personalized discovery guides and auto-generated proposal decks grounded in account-specific data

Rapid Experimentation & Pioneer the Playbook

• Run weekly experiments on signals hooks timing channels and agentic behaviors iterate relentlessly in a 01 motion with no legacy playbook and no glass ceiling on optimization

• Document and scale repeatable AI GTM plays: what starts in AI Natives must become the blueprint for how Atlassian sells at velocity to greenfield targets

• Feed learnings back into Growth Platform Product Marketing and Pricing (VC credits marketplace programs startup perks) to sharpen the AI Natives value proposition and commercial model

Think Beyond Shape the Future GTM

• Evaluate and integrate external AI GTM providers alongside internal capabilities recommending build vs. buy at each layer

• Stay at the frontier of agentic AI: bring outside-in perspective on whats possible pressure-test the roadmap and ensure Atlassians AI GTM stays ahead of the market

Must-Have

• 3 years in Growth Engineering Revenue Operations GTM Engineering or a technical AE role at a high-growth SaaS or AI company

• Technical proficiency: comfortable with APIs JSON webhooks and basic scripting (Python or JavaScript). Not a full-stack engineer but a power user of automation platforms

• Hands-on experience building automated outbound workflows

• AI-native mindset: early adopter of LLMs and agentic workflows; knows how to prompt-engineer for high-quality non-robotic output

• GTM intuition: understands the sales funnel knows what makes a good hook and can define an ICP for a technical audience

• Data-driven: designs experiments measures outcomes optimizes relentlessly

Nice-to-Have

• Experience selling to or working within AI-native / developer-first companies

• Familiarity with Atlassian products (Jira Confluence Bitbucket Rovo) and the developer/IT buyer persona

• Experience with Salesforce administration

• Background in PLG sales hybrid motions (product-qualified leads PLS)

• Prior work at Clay Apollo Instantly Outreach or similar GTM tooling companies

Compensation

At Atlassian we strive to design equitable explainable and competitive compensation programs. To support this goal the baseline of our range is higher than that of the typical market range but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidates skills expertise or the United States we have three geographic pay zones. For this role our current base pay ranges for new hires in each zone are:

Zone A: USD $153000 - $199750

Zone B: USD $137700 - $179775

Zone C: USD $127800 - $166850

This role may also be eligible for benefits bonuses commissions and equity.

Please visit for more information on which locations are included in each of our geographic pay zones. However please confirm the zone for your specific location with your recruiter.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you your family and to help you engage with your local community. Our offerings include health and wellbeing resources paid volunteer days and so much more. To learn more visit Atlassian

At Atlassian were 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 everyones perspectives and experience we never discriminate based on race religion national origin gender identity or expression sexual orientation age or marital veteran or disability status. All your information will be kept confidential according to EEO guidelines.

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

To learn more about our culture and hiring process visit line with local law identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.