Senior Account Executive, AI & Digital Natives

About the Role As a Senior Account Executive, AI & Digital Natives at Atlassian, you'll help build and scale a focused go-to-market motion for AI-native and digital-native companies. You will engage founders, CTOs, operators, and VCs, and collaborate with the AI GTM stack to win high-priority accounts. This role emphasizes hunting greenfield opportunities, fast-moving cycles, and strong ecosystem credibility. What You'll 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. 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, 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. 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