Senior Account Executive , AI & Digital Natives (Bay Area)

Working at Atlassian

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This role is available in the Bay Area (AMER Zone A).

Atlassian is looking for a Senior 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 with founder-led decisions technical stakeholder influence and investor or board visibility. Winning here requires more than traditional territory coverage: it requires local ecosystem knowledge crisp value articulation and the ability to engage the people shaping these companies early including founders CTOs operators and the VCs around them.

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 so this role requires strong hunting skills disciplined prioritization and the ability to turn early signals into pipeline and revenue.

This motion is intentionally paired with inside sales coverage. Inside sales creates volume pipeline works smaller opportunities and helps surface warm signals while Senior Account Executives focus on the highest-priority accounts and the 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 working many hot pre-qualified leads while helping define what the next-generation playbook looks like.

What Youll Do

• 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.

• Hunt into greenfield accounts free users and customers with a small Atlassian footprint using strong messaging and market insight to create urgency and convert early interest into commercial outcomes.

• Run founder- CTO- and executive-level discovery with technical and commercial credibility across startups scale-ups and emerging category leaders.

• Own high-velocity commercial cycles involving product-led usage signals technical champions founder-led decisions and high expectations for relevance and speed.

• Use local market knowledge to prioritize accounts build relationships in the startup ecosystem and identify where funding events hiring signals product momentum usage data or investor influence may create opportunity.

• Represent Atlassian in the local startup ecosystem with founders CTOs startup operators and VC stakeholders who expect sellers to understand how modern technical companies buy build and scale.

• Partner closely with inside sales which will help create pipeline for top targets and work smaller opportunities while you focus on the highest-priority accounts and most visible commercial moments.

• Collaborate with the Manager AI GTM Engineer Marketing Growth Platform and SalesOps to refine plays improve signal quality and increase conversion on top targets.

• Bring insight back to the team: what founders are saying what VCs are seeing what signals matter and where Atlassian can win.

• Stay flexible as new signals automations and workflows come online and help improve the AI GTM stack while executing against your targets.

• Proven success as a greenfield closing Account Executive in SaaS cloud infrastructure developer tooling collaboration or adjacent technology environments.

• Demonstrated experience hunting new logos and opening new relationships in accounts that are greenfield free users or low-footprint customers.

• Deep knowledge of the startup and AI-native ecosystem in at least one target market: Bay Area New York or London.

• Ability to speak the language of founders CTOs technical operators and 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 and pressure to standardize quickly as they scale.

• Core understanding of new AI consumption patterns and interfaces including MCP CLI-based workflows AI agents developer tooling and how AI-native teams evaluate productivity and collaboration platforms.

• Experience prioritizing high-potential accounts using market signals usage signals ecosystem knowledge or business context rather than relying only on static territory management.

• Excellent discovery qualification multi-threading and deal orchestration skills for ambiguous and fast-moving opportunities.

• Comfort engaging with VCs accelerators startup communities and ecosystem partners where doing so helps shape pipeline quality market access or customer credibility.

• Strong commercial judgment disciplined forecasting and the ability to focus effort on the accounts and moments that matter most.

What Sets You Apart

• A strong personal network inside the startup AI Native or Digital Native ecosystem with credibility among founders operators and investors.

• Experience selling into high-growth startups where buyer journeys involve technical teams product usage procurement evolution and executive sponsorship.

• A strong hunting instinct including the ability to create relationships with new stakeholders open doors through the ecosystem and convert greenfield accounts through value-based messaging.

• Exposure to AI-first workflows developer tools MCP CLI-based interfaces collaboration platforms ITSM or enterprise tooling used by modern engineering-led companies.

• The ability to tailor messaging by ecosystem company stage technical maturity and sub-segment not just by persona.

• A reputation for bringing useful market perspective to customers rather than generic seller talk.

• Evidence that you are already plugged into the local startup scene through community activity events operator networks founder circles or VC relationships.

• Comfort pitching Atlassians value to VCs and ecosystem influencers not only to end customers.

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 $124700 - $162852

Zone B: USD $112200 - $146567

Zone C: USD $103500 - $135167

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.

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