Account Executive, SMB LATAM

Account Executive, SMB LATAM

Sales | New York, United States | Remote, Americas | Austin, United States | Full-Time

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.

About the Team

SMB Account Executives play a crucial role in guiding customers through their Atlassian cloud journey. The primary objective is to demonstrate to LATAM SMB customers how Atlassian products can effectively support their objectives. Operating at scale, LATAM SMB Account Executives 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.

LATAM SMB Account Executives are known for their customer-centric approach and innovative thinking. They are adept at efficiently managing resources to meet the requirements of our top 30,000 SMB customers.

As a LATAM SMB Account Executive, you will directly report to the Sales Manager within your geographical region. This position is remote, offering flexibility and autonomy.

Responsibilities

We are looking for candidates who are eager to build out a new growth motion for our customers & for Atlassian.

On the one hand, you should be passionate about building (and breaking) new systems so these are truly ready for scale. On the other hand, you should believe that the only constant is 'change' and although SMB Account Executives have a clear swim-lane, things (will) change as we are building an agile growth engine. Lastly, we only want team players as the backbone will be working & learning from each other; lone wolves or cowboy-mindsets are better used elsewhere.

What You'll Do

• Be Atlassian's main point of contact for designated LATAM SMB accounts.
• Own the full sales cycle from prospecting and discovery through solution selling, quoting, and closing across a high-volume account portfolio.
• Follow up on qualified inbound leads (MQLs, PQLs, trial signups) and drive outbound prospecting through multi-channel outreach to generate new and expansion pipeline.
• Qualify customer needs through a consultative sales approach, demonstrating how Atlassian's product portfolio addresses specific business challenges and delivers ROI.
• Develop and execute territory plans geared at maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
• Collaborate cross-functionally with Solution Engineers, Solution Sales Executives, Channel Partners, Marketing, and Customer Success to deliver tailored solutions.
• Guide customers through pricing, licensing, and packaging decisions while advancing opportunities through a defined sales process.
• Provide regular, accurate sales forecasts, reports, and updates to management.
• Serve as a customer advocate, surfacing insights and feedback to Product and Engineering teams to enhance the customer experience.
• Stay updated on industry trends, market dynamics, and competitor activities within the US market.

Qualifications

Minimum Required Experience

• Fluency in Spanish
• 1+ years of experience in outbound sales in a quota-carrying B2B software sales role or 2+ years in a Sales Development Representative B2B Software sales role
• Proven track record of exceeding performance targets
• Experience managing and growing an existing book of business, including upsell and cross-sell motions, account planning, and territory planning
• Experience with consultative or solution-based selling methodologies (e.g., MEDDPICC, Challenger, SPIN)
• Proficiency in using sales tools such as CRM software (e.g., Salesforce) and prospecting tools like Outreach, Common Room, Zoominfo, and LinkedIn Sales Navigator
• Comfortable managing a high-volume portfolio of accounts and prioritizing based on data signals and opportunity size
• 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.
• Experience selling as an account team with overlay teams, Solutions Engineers/Consultants, and partners
• Demonstrates ownership and accountability for results, with a bias toward action and continuous improvement
• Customer-centric mindset with a focus on delivering value and building trust

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $46.04 - $60.10

Zone B: $41.43 - $54.09

Zone C: $38.21 - $49.89

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