Senior Manager - Sales Strategy and Operations

Overview

Job Summary

At Atlassian, we are on a mission to reinvent B2B selling. We know that classic high-pressure B2B sales tactics don't work anymore. We have built a billion dollar, fast-growing business without any of those tactics, based on high-quality products, free trials and an intense focus on customer satisfaction. Those happy Customers convert to paying Customers, creating a prolific "Flywheel" that has delivered 150,000+ customers to date. We believe that there is an opportunity to more pro-actively engage with our customers through targeted, value-added outbound engagements that will lead to higher conversions and incremental bookings throughout the Customer lifecycle.

Atlassian has been on an evolution over the last year and a half to strengthen our solution and platform offerings beyond point products. That evolution has come with a new slate of strategic OKR goals and initiatives to measure success selling to new user personas, cross-functional customer groups, and more. Atlassian has also been on a transformative company-wide mission to standardize business definitions, processes, and rituals across enterprise GTM, finance, and R&D.

The team needs an experienced, ultra-collaborative leader to drive that alignment on business definitions and processes across multiple functional units. This leader will also be at the forefront of how enterprise GTM sets and manages OKRs that go up to our C-Suite.

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, a part of being a distributed-first company.

Responsibilities

Some of your responsibilities:

• Lead and develop a team of 4 seasoned analysts

• Partner with leaders across enterprise GTM (and R&D) around setting, analyzing, and managing performance of Atlassian’s most strategic OKRs rolling up to the C-Suite

• Collaborate to set Atlassian’s enterprise GTM annual and long range targets by solution area

• Collaborate with finance, product + customer analytics team, and other peer groups to standardize reporting and business definitions across all Atlassian. Help administer process + policy changes to optimize alignment across all of Atlassian.

Qualifications

Skills and requirements:

• 10+ years of experience in business strategy, finance, analytics, consulting, OR 8+ in sales strategy, operations, or analytics

• Expert level excel skills, you can build a forecast model for a business motion at scale or a new one launching

• Strong SQL skills, you can join the data sources you need together to do analysis yourself

• Ability to structure complex, ambiguous problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level

• Proactive engagement with the management team to identify, prioritize, develop, and execute a half-year + annual sales strategy plan

• Strong presentation skills and ability to influence varying org functions at varying levels of seniority throughout the org; basically you can execute as well as recommend.

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: $176,100 - $234,800

Zone B: $158,500 - $211,400

Zone C: $146,200 - $194,900

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.

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.