Account Executive - SMB+ Japan
Atlassian
•Hybrid
About The Position
Atlassian is seeking an Account Executive for their SMB+ Japan team. This role offers flexibility in work location, allowing employees to choose between working in an office, from home, or a hybrid model. Atlassian hires globally where they have a legal entity. The Account Executive will be responsible for revenue generation, pipeline management, territory planning, solution-oriented selling, partner collaboration, cross-functional alignment, and maintaining accurate CRM hygiene and forecasting.
Requirements
- 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.
- Native or business-level Japanese (fluent in spoken/written business communication).
- Business-level English (comfortable with global team communication, training, and internal documentation).
Nice To Haves
- 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.
Responsibilities
- Manage the full sales cycle from prospecting, qualifying, and negotiating to closing high-velocity deals across SMB accounts.
- Develop and execute a data-driven territory plan to consistently achieve and exceed quarterly and annual quota targets.
- Conduct value-based discovery to understand client pain points and demonstrate how Atlassian cloud solutions address team collaboration, agile planning, and service management challenges.
- Work effectively with Atlassian Solution Partners to scale reach, co-sell, and accelerate deal velocity.
- Collaborate closely with BDRs/SDRs, Marketing, Product Advocates, and Customer Success to optimize conversion rates and maximize customer lifetime value.
- Maintain accurate CRM hygiene (Salesforce), pipeline visibility, and reliable revenue forecasting.
Benefits
- Health and wellbeing resources
- Paid volunteer days
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
