Senior Account Executive , AI and Digital Native (NYC)

About the Role

Atlassian is seeking a Senior Account Executive, AI & Digital Natives, to build and scale a focused go-to-market strategy for AI-native and digital-native companies. This role is based in the New York Area (AMER Zone B) and offers flexibility in work location. The successful candidate will engage with fast-paced, technically savvy customers, requiring strong technical credibility and ecosystem knowledge.

About the Team

The AI & Digital Natives team targets high-potential startups and AI-native companies, focusing on relationship quality, timing, and technical credibility. Most accounts are greenfield or have a small Atlassian footprint, requiring strong hunting skills and disciplined prioritization. This role works in tandem with inside sales, which handles volume pipeline and smaller opportunities, allowing Senior Account Executives to concentrate on high-priority accounts and critical commercial moments.

Responsibilities

• Own a focused set of top AI Native and Digital Native targets in priority ecosystems, driving high-velocity deals from initial engagement to close.
• Hunt into greenfield accounts, free users, and low-footprint customers, using market insights to create urgency and convert interest into revenue.
• Conduct founder-, CTO-, and executive-level discovery with technical and commercial credibility.
• Manage fast-paced commercial cycles involving product-led usage signals, technical champions, and founder-led decisions.
• Prioritize accounts using local market knowledge, funding events, hiring signals, and investor influence.
• Represent Atlassian in the startup ecosystem, engaging with founders, CTOs, operators, and VCs.
• Collaborate with inside sales, AI GTM Engineer, Marketing, Growth Platform, and SalesOps to refine strategies and improve conversion rates.
• Provide insights on market trends, founder feedback, and ecosystem dynamics to the team.
• Stay adaptable as new signals, automations, and workflows emerge, contributing to the AI GTM stack.

Qualifications

• Proven success as a greenfield closing Account Executive in SaaS, cloud, infrastructure, or adjacent technology environments.
• Experience hunting new logos and opening relationships in greenfield or low-footprint accounts.
• Deep knowledge of the startup and AI-native ecosystem in the Bay Area, New York, or London.
• Ability to communicate effectively with founders, CTOs, and startup executives.
• Understanding of modern startup buying behaviors, including fast evaluation cycles and technical champions.
• Familiarity with AI consumption patterns, MCP, CLI-based workflows, and developer tooling.
• Skill in prioritizing accounts using market signals, usage data, and ecosystem knowledge.
• Strong discovery, qualification, multi-threading, and deal orchestration skills.
• Comfort engaging with VCs, accelerators, and ecosystem partners.
• Excellent commercial judgment and disciplined forecasting.

What Sets You Apart

• Strong personal network within the startup, AI Native, or Digital Native ecosystem.
• Experience selling to high-growth startups with complex buyer journeys.
• Strong hunting instinct and ability to create relationships with new stakeholders.
• Exposure to AI-first workflows, developer tools, and enterprise tooling.
• Ability to tailor messaging by ecosystem, company stage, and technical maturity.
• Reputation for providing valuable market perspective to customers.
• Active involvement in the local startup scene through events, networks, or VC relationships.
• Comfort pitching Atlassian’s value to VCs and ecosystem influencers.

Pay

In the United States, the base pay ranges for this role are:

• Zone A: USD $124,700 - $162,852
• Zone B: USD $112,200 - $146,567
• Zone C: USD $103,500 - $135,167

This role may also include benefits, bonuses, commissions, and equity. For more details, visit go.atlassian.com/payzones.

About Atlassian

Atlassian is dedicated to unleashing the potential of every team through its software products. The company values diversity and inclusion, ensuring its products and culture incorporate everyone's perspectives. Atlassian offers a range of benefits and perks, including health resources, paid volunteer days, and more. For additional information, visit go.atlassian.com/perksandbenefits.