Jothi Kumar

Evaluator
DISC Type : SDC

Global Sales Leader - Emerging Regions / APAC at Atlassian

Bengaluru, Karnataka, India, Australia

Overview

Jothi Kumar is an accomplished sales leader at Atlassian, heading growth in APAC and other emerging regions. With over 22 years of IT sales experience, including a significant tenure at IBM, he specializes in AI/ML and enterprise software. People who have worked with him often describe him as a personable, natural leader and a proficient sales expert.

Beyond his corporate roles, Jothi is deeply involved in the startup ecosystem as an angel investor and advisor. He leverages his extensive experience to guide and support new ventures on their growth journey, showing a keen interest in fostering innovation from the ground up.

Unique fact: He actively channels his deep enterprise sales expertise into mentoring and investing in early-stage technology startups.

Personality Overview

Quality Focused

Fast But Analytical

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

AI in Enterprise
His career at Infrrd and Atlassian shows a focus on selling AI/ML solutions and he expresses excitement about how AI will reshape the future of work for customers.
APAC Market Expansion
He has a consistent track record of leading sales in the APAC region for major tech companies like Atlassian, Synopsys, and CAST, demonstrating deep regional expertise.
Startup Advising
His headline prominently features his roles as a Startup Advisor and Angel Investor, indicating a personal passion for nurturing and guiding new companies.

Media Appearances

Jothi has no verified media appearances

Work History

7-2025
Global Sales Leader - Emerging Regions / APAC at Atlassian
6-2023
Global Sales Leader - APAC at Atlassian
12-2020 - 5-2023
Senior Sales Director - APAC at Infrrd
1-2019 - 11-2020
Vice President Sales at CAST
6-2015 - 12-2018
Regional Sales Leader (APAC) at Synopsys Inc

Education

2020 - 2022
MBA from ICFAI
1997 - 2000
B.Com from University of Madras

More Information

Social Presence :

Prographics :

Exp : 10 Location : Bengaluru, Karnataka, India, Australia Job Level : N/A Designation : Global Sales Leader - Emerging Regions / APAC at Atlassian
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Insights For Selling To Jothi

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jothi is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Jothi

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Jothi move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Jothi take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Jothi

Personality Compatibility


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