Inside Sales Representative

Atlassian; United States; Remote; USD 110,000 - 170,000; Full time

Benefits offered by this job

Health & wellbeing resources

Volunteer days

Job summary

Atlassian is seeking an SMB Account Executive to guide customers through their cloud journey and drive adoption across a broad SMB portfolio. You will work with Product, Marketing, and Sales teams to advocate for customers, build compelling business cases, and close opportunities at scale.

You will report to the Sales Manager in your region. This remote position offers flexibility and autonomy while aiming to meet or exceed quota and deliver exceptional customer outcomes.

Qualifications

• 3+ years of outbound B2B software sales experience with quota carrying responsibilities.
• Proven track record of exceeding targets.
• Experience building and leading territory or strategic account plans.

Responsibilities

• Follow up on qualified inbound leads and drive outbound prospecting to generate new and expansion pipeline for SMB accounts.
• Qualify customers' needs and pain points through a consultative sales approach.
• Demonstrate value and ROI of Atlassian products and help build business cases to drive adoption and upsell.
• Develop and execute territory account plans to meet or exceed quota and maximize revenue growth.
• Stay informed on industry trends and competitive dynamics to inform strategy and conversations.

Skills

Outbound sales

Quota carrying

Territory planning

CRM proficiency

Customer-centric mindset

Adaptability

Tools

Salesforce

Prospecting tools

Job description

Responsibilities

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.

What You'll 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.

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

This role may also be eligible for benefits, bonuses, commissions, and equity.

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.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.