Scaled Sales Associate, SMB

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. Interviews and onboarding are conducted virtually, as part of being a distributed‑first company.

Team Overview

Scaled Sales Associates (SSA) for SMB help customers evaluate, buy, and expand Atlassian Cloud. You’ll manage a high volume of inbound requests and follow established plays to move customers to the right next step. You’ll primarily support inbound accounts that sit outside the top 30K SMB customers, with a focus on landing new customers, expanding existing usage, and identifying cross‑sell opportunities. You’ll own the end to end sales process for all of our products with an emphasis on solution selling.

You’ll report to an SMB Scaled Sales Manager in your region. This role is remote and offers flexibility and autonomy, while still operating within clear processes and playbooks.

• Manage high‑volume email inbound requests using established playbooks to deliver net new revenue and prompt, high‑quality responses.

• Qualify needs and proactively recommend the right products/plans, aligning to their goals and objectives via email and video calls.

• Guide customers from the first conversation through purchase; creating quotas, contracts, and ensuring customer retention.

• Identify upsell and cross‑sell opportunities and progress or route them based on defined motions.

• Share relevant resources and capture customer feedback to improve our scaled experience.

• Deliver a consistent experience that builds trust with our SMB customers.

• Be a team player; helping teammates, sharing learnings, and knowing when to ask for help.

• 2+ years in an SMB/Growth Account Executive role or customer‑facing B2B role (inside sales, account management, customer success, or Sales Development Representative) in a high‑volume environment, ideally SaaS.

• Experience selling or talking to customers about multiple solutions

• Comfortable managing many customer conversations while maintaining quality and responsiveness.

• Experience meeting KPIs/targets and documenting work in a CRM and related sales tools (Salesforce or similar).

• Strong written and verbal communication and a customer‑first, team‑oriented mindset.

• Nice to have experience with MEDDPIC and BANT

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: $54.08 - $70.61

Zone B: $48.89 - $63.83

Zone C: $45 - $58.75

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

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.