Sales Development Representative, Mid-Market

About Atlassian

Atlassian offers employees the flexibility to work from an office, their home, or a hybrid of both, enabling a balance between professional commitments and personal goals. As a distributed-first organization, interviews and onboarding are conducted virtually. The company recruits worldwide wherever it has a legal presence.

Role Overview

The Sales Development Representatives (SDRs) work closely with Sales and Success Account Teams to build a robust sales pipeline and deliver a positive customer experience. This role reports to the APAC Regional Sales Development Manager.

Key Responsibilities

• Manage outbound prospecting within a specified territory in India to qualify meetings and convert them into a sales pipeline.
• Diligently qualify business leads across all customers through proactive outreach and thorough research.
• Engage decision-makers using cold calls, emails, and diverse outreach techniques.
• Incorporate AI tools extensively for research, personalization, prioritization, and share best practices with peers.
• Ask insightful questions that uncover underlying business issues, their impact, and consequences if unresolved.
• Collaborate with sales, marketing, partners, and operations to develop and refine lead-generation strategies.
• Handle objections effectively through value-focused messaging.
• Communicate the value propositions of Atlassian’s products clearly to customers.
• Build and maintain a sales pipeline in partnership with Account Executives and Marketing teams.
• Utilize platforms such as Salesforce, Gong, Outreach, and LinkedIn Navigator to drive sales processes.

Qualifications and Requirements

• 2 to 3 years of experience in Sales Development or Business Development roles.
• Proven communication skills, with preference for candidates passionate about sales careers or transitioning into software sales.
• Experience using AI tools in prospecting activities.
• Familiarity with the Indian customer market is essential.
• Strong accountability and performance orientation, thriving in results-driven environments.
• Exceptional communication skills that build trust with clear, intentional, and curious dialogue.
• A commitment to continuous learning, goal setting, seeking coaching, and integrating feedback promptly.
• High integrity and a strong drive to excel and achieve leaderboard status.
• Adaptability and resilience in the face of change, proactively owning challenges and driving action.
• Customer-centric approach with a passion for making meaningful impacts.
• Creativity in devising new strategies and solutions to meet goals.
• Fluency in Hindi and English languages is highly desirable.