LATAM Account Executive, SMB East - Spanish Speaking

About the role

Working at Atlassian, employees have the flexibility to work remotely, allowing them to balance their professional and personal lives. Atlassian hires globally, with legal entities in various countries. The SMB Account Executives play a key role in guiding LATAM Small and Medium Business (SMB) customers through their Atlassian cloud journey.

Responsibilities

• Be Atlassian’s main point of contact for designated LATAM SMB accounts.
• Own the full sales cycle — from prospecting and discovery through solution selling, quoting, and closing — across a high-volume account portfolio.
• Follow up on qualified inbound leads (MQLs, PQLs, trial signups) and drive outbound prospecting through multi-channel outreach to generate new and expansion pipeline.
• Qualify customer needs through a consultative sales approach, demonstrating how Atlassian's product portfolio addresses specific business challenges and delivers ROI.
• Develop and execute territory plans geared at maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
• Collaborate cross-functionally with Solution Engineers, Solution Sales Executives, Channel Partners, Marketing, and Customer Success to deliver tailored solutions.
• Guide customers through pricing, licensing, and packaging decisions while advancing opportunities through a defined sales process.
• Provide regular, accurate sales forecasts, reports, and updates to management.
• Serve as a customer advocate, surfacing insights and feedback to Product and Engineering teams to enhance the customer experience.
• Stay updated on industry trends, market dynamics, and competitor activities within the US market.

Qualifications

• Fluency in Spanish
• 1+ years of experience in outbound sales in a quota-carrying B2B software sales role or 2+ years in a Sales Development Representative B2B Software sales role
• Proven track record of exceeding performance targets
• Experience managing and growing an existing book of business, including upsell and cross-sell motions, account planning, and territory planning
• Experience with consultative or solution-based selling methodologies (e.g., MEDDPICC, Challenger, SPIN)
• Proficiency in using sales tools such as CRM software (e.g., Salesforce) and prospecting tools like Outreach, Common Room, Zoominfo, and LinkedIn Sales Navigator
• Comfortable managing a high-volume portfolio of accounts and prioritizing based on data signals and opportunity size
• Comfortable working in a fast-paced, dynamic environment and adapting to changing priorities
• A do-it-right mentality with a customer-centric mindset
• Experience selling as an account team with overlay teams, Solutions Engineers/ Consultants, and partners
• Demonstrates ownership and accountability for results, with a bias toward action and continuous improvement
• A customer-centric mindset with a focus on delivering value and building trust

Pay

Atlassian strives to design equitable, explainable, and competitive compensation programs. The base pay range for new hires in the United States varies by geographic pay zone:

• Zone A: $46.04 - $60.10
• Zone B: $41.43 - $54.09
• Zone C: $38.21 - $49.89

This role may also be eligible for benefits, bonuses, commissions, and equity. Please visit go.atlassian.com/payzones 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.