Account Executive - SMB+ Japan

Overview

Working at Atlassian

Atlassians can choose 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.

Responsibilities

• Revenue Generation & Pipeline Management: Manage the full sales cycle from prospecting, qualifying, and negotiating to closing high-velocity deals across SMB accounts.
• Territory & Account Planning: Develop and execute a data-driven territory plan to consistently achieve and exceed quarterly and annual quota targets.
• Solution-Oriented Selling: Conduct value-based discovery to understand client pain points and demonstrate how Atlassian cloud solutions address team collaboration, agile planning, and service management challenges.
• Partner Collaboration: Work effectively with Atlassian Solution Partners to scale reach, co-sell, and accelerate deal velocity.
• Cross-functional Alignment: Collaborate closely with BDRs/SDRs, Marketing, Product Advocates, and Customer Success to optimize conversion rates and maximize customer lifetime value.
• Forecasting & Hygiene: Maintain accurate CRM hygiene (Salesforce), pipeline visibility, and reliable revenue forecasting.

Qualifications

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.

Required Qualifications

• 3+ years of B2B sales experience (Quota-carrying Account Executive role), preferably within SaaS, Cloud, or Software technology.
• Proven track record of consistently meeting or exceeding sales targets in a fast-paced, high-velocity sales environment.
• Strong consultative selling and discovery skills with the ability to articulate software business value to both technical and non-technical stakeholders.
• Experience with CRM tools (e.g., Salesforce) and modern sales engagement platforms.
• Language Proficiency: Native or business-level Japanese (fluent in spoken/written business communication) and business-level English (comfortable with global team communication, training, and internal documentation).

Preferred Qualifications

• Experience with Land-and-Expand or product-led growth (PLG) sales models.
• Familiarity with Atlassian products (Jira, Confluence, Loom, Trello, Jira Service Management) or knowledge of Agile/DevOps/ITSM methodologies.
• Experience working in high-growth multinational tech companies.
• Background in collaborating with external channel partners / resellers in Japan.

Ideal Candidate Profile

• Customer-Centric & Growth Mindset: Passionate about customer success and continuous self-improvement.
• Team Player: Embraces open collaboration, transparency, and a team-first mindset.
• Proactive Problem Solver: Thrives in ambiguous environments with agility and resourcefulness.

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.