Scaled Sales Associate - SMB

Overview

Atlassians have flexibility in where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, as part of being a distributed-first company.

SMB Account Executives play a crucial role in guiding customers through their Atlassian cloud journey. The primary objective is to demonstrate to SMB customers how Atlassian products can effectively support their objectives. Operating at scale, Sales Associates are expected to advocate for their customers, offering valuable insights to our product and engineering teams to enhance the customer experience. This collaborative effort is closely coordinated with our Product specialists and Marketing organization.

SMB AE’s are known for their customer-centric approach and innovative thinking. They are adept at managing resources efficiently to cater to the requirements of our top 30,000 SMB customers.

You will directly report to the Sales Manager within your geographical region. This position is remote, offering flexibility and autonomy.

Responsibilities

What Youll Do:

• Follow up on qualified inbound leads (MQLs, trial signups, demo requests) and drive outbound prospecting to generate new and expansion pipeline for SMB accounts.

• Qualify customers’ needs and pain points through a consultative sales approach, building strong strategic relationships.

• Demonstrate the value and ROI of Atlassian products, assisting customers in building compelling business cases to drive adoption and upsell opportunities.

• Develop and execute territory account plans to meet or exceed quota, maximizing revenue growth and customer success across a broad portfolio.

• Stay current on industry trends, market dynamics, and competitor activities to inform strategy and customer conversations.

Qualifications

Qualifications:

• 3+ years of experience in outbound sales in a quota-carrying B2B software sales role

• Proven track record of exceeding performance targets

• Building and leading territory & strategic account plans

• Proficiency in using sales tools such as CRM software (e.g., Salesforce) and prospecting tools

• Comfortable working in a fast-paced, dynamic environment and adapting to changing priorities.

• You have a do-it-right mentality with a customer-centric mindset.