Principal Analyst - Sales Strategy and Operations

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.
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 300,000+ customers to date. We believe there is an opportunity to more proactively 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, focusing on our Jira Service Management (JSM) product, aiming to amplify the power of our teamwork platform. As we expand our JSM offering, there is much to be learned about how we position our product, identify ideal customer profiles, and establish the best go-to-market strategy to make JSM Atlassian's next billion dollar product.
We are seeking a seasoned and highly collaborative lead analyst to work closely with Atlassian's JSM GTM leadership team in managing the expanding JSM business. This role involves everything from setting long-term targets to conducting real-time analysis and problem-solving. The ideal candidate is well-versed in enterprise GTM strategies and terminology (such as SQLs, pipeline, and win rates) and excels at identifying trends and their underlying drivers.

• Drive how Atlassian's sales and marketing teams manage our expansion motion for JSM, including setting OKRs, sales team targets, pipeline targets, and more.
• Be the trusted partner for senior leaders on the expansion team when it comes to business performance, areas of strength/weakness, and where in our customer funnel we can improve.
• Wrangle data from multiple data sources and systems while ensuring data quality and integrity is maintained to provide a holistic view of JSM landscape that shapes strategic decisions
• Proactive engagement with the management team to identify, prioritize, develop, and execute a quarterly sales strategy plan

• 7+ years of experience in business strategy, finance, analytics, consulting, OR 5+ in sales strategy, operations, or analytics
• Expert in SQL with the ability to write and optimize complex queries for large datasets, seamlessly join multiple data sources, and ensure data integrity; skilled in data modeling, performance optimization, and automation to support advanced analytics and reporting needs, while collaborating with stakeholders to translate business requirements into actionable insights.
• Expert level excel skills, you can build a model that forecasts any business motion
• Experienced in building data visualization that highlight insights executives with Tableau
• Ability to structure complex, ambiguous problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level
• 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: $149,400 - $195,050
Zone B: $135,000 - $176,250
Zone C: $124,200 - $162,150
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.
Benefits & Perks
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits .
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 .