Senior Account Executive, AI & Digital Natives

Job title: Senior Account Executive, AI & Digital Natives

About the Role As a Senior Account Executive for AI & Digital Natives, you will help build and scale a focused go-to-market motion targeting AI-native and digital-native startups. This role blends hunting, technical credibility, and market knowledge to convert early signals into pipeline and revenue, working closely with inside sales and the AI GTM teams.

What You'll Do

• Own a focused set of top AI Native and Digital Native targets in 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 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.

What We're Looking For

• 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, 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.

Nice to Have

• 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.