Inside Sales Representative

Sales | Manila, Philippines | Remote, Remote



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

As an SMB+ Inside Sales Representative / Account Executive, Southeast Asia (SEA), you will play a pivotal role in expanding Atlassian's footprint across Indonesia, Malaysia, the Philippines, and Singapore. Based in our Metro Manila hub, this quota-carrying, commission-based role is at the frontline of a high-impact inside sales pilot designed to capture under penetrated accounts (~250+ knowledge workers) bridging self-serve and high-touch enterprise coverage.

In this role, you will run a consultative, high-velocity sales motion to uncover whitespace, acquire net-new logos, reactivate recently expired entitlements, and convert high-potential free instances into paid enterprise-grade solutions. You will connect customer business challenges to the broader Atlassian platform (Jira, Confluence, Jira Service Management, Loom, and Atlassian Intelligence), partnering closely with Solutions Engineering, Marketing, Channel Partners, and JSM Specialists.

What You'll Do:

• Drive Quota & Pipeline Growth: Own and exceed an individual revenue quota and pipeline creation targets across assigned SEA accounts (Indonesia, Malaysia, Philippines, Singapore).
• Execute High-Impact Sales Plays: Run targeted outbound and inbound plays across three primary motions:
  
  
  • Net-new acquisition in assigned accounts.
  • Winbacks and reactivation of recently expired entitlements.
  • Free-to-paid conversion of unmonetized workspaces with ~250+ knowledge workers.
• Consultative & Platform Selling: Conduct deep discovery and deliver value-based positioning to guide prospects through cloud evaluation, security/compliance requirements, and platform adoption.
• Multi-Product & Co-Selling Execution: Collaborate with JSM (Jira Service Management) overlays and Solutions Engineers to identify and close cross-sell opportunities, expanding wall-to-wall platform adoption.
• Leverage Product Signals & AI: Utilize product usage data, Product-Qualified Leads (PQLs), and AI-driven workflows/automations to prioritize high-intent accounts and accelerate sales velocity.
• Territory & Pipeline Discipline: Maintain clean CRM hygiene and pipeline inspection in Salesforce, providing accurate weekly forecasts, deal milestones, and risk assessments.
• Partner Collaboration: Work alongside regional Solution Partners and Channel teams to co-sell and deliver local implementation support where needed.
• Feed the Playbook: Share ground-level market trends, objection patterns, and customer insights with Sales Leadership, Marketing, and RevOps to continuously refine the SEA sales playbook.

• 24+ years of quota-carrying B2B SaaS inside sales or full-cycle account executive experience with a documented track record of meeting or exceeding targets.
• Regional Market Knowledge: Experience selling into one or more Southeast Asian markets (Singapore, Malaysia, Indonesia, or the Philippines), with an understanding of local business cultures, cloud readiness, and procurement practices.
• Full-Cycle Execution: Demonstrated ability to prospect, build pipeline from scratch, run consultative discovery, manage evaluations, negotiate commercial terms, and close.
• Methodology & Qualification: Familiarity with structured sales frameworks (e.g., MEDDPICC, Command of the Message, or Challenger) to qualify opportunities and manage multi-stakeholder deals.
• Product / SaaS Fluency: Experience selling collaboration, productivity, DevOps, or IT service management (ITSM) software is a strong plus.
• Tech-Stack & Signal-Driven Mindset: Proficiency with Salesforce and sales engagement platforms; proactive attitude toward using product telemetry, CRM data, AI tools, and automation to streamline sales workflows.
• Communication & Languages: Excellent verbal and written English communication skills. Proficiency in Bahasa Indonesia or Malay is a significant advantage for relevant regional territories.
• Adaptability & Builder Mentality: Excited to operate in a high-growth pilot environment, with agility to test new plays, learn rapidly, and contribute to team best practices.