Principal Strategist, AI Sales

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.
Your future team
The Sales and Success Strategy team develops pragmatic, customer-centric GTM strategies that are responsive to changing market dynamics and drive sustainable, profitable growth. Dedicated to continuous improvement, we harness the power of data-driven insights to uncover growth opportunities while continually optimizing our sales process and empowering our GTM teams to build rich customer experiences and increase market share. This results in effective strategies to drive decisions on what we do and don't do to provide a sustainable, monetizable advantage in the market. We measure success by the positive impact on our profitability, market share, and customer delight.
Atlassian is seeking a Principal Strategist to develop the post-sales and monetization strategies for our AI products, including Rovoy. Using qualitative and quantitative methods, this role will evaluate opportunities and design initiatives that fuel customer adoption, engagement, and retention of our suite of Enterprise solutions, as well as P&L growth from adjustments to our pricing and packaging strategy. This work will be pivotal to delivering value and delight at scale to our customers and across Atlassian, while creating outcomes that unlock the Atlassian System of Work.
We are looking for a highly-capable individual contributor who will partner closely with the Post-Sales executive team and stakeholders across the organization to define critical strategy that will help set the long-term direction of the business. This individual should thrive in a fast-paced environment, evaluate challenges from multiple angles to cogently structure a plan of action, and be able to operate independently. A strong understanding of enterprise SaaS business models, including how they are changing to reflect the growing importance of AI, is ideal.
What you'll do

• Develop actionable GTM strategies from ideation to design, which includes conducting internal and market due diligence, utilizing relevant frameworks, and creating scalable options to achieve our fiscal year goals, and our longer term performance targets.
• Analyze complex information using qualitative and quantitative methods to inform and drive our GTM strategy and meet/exceed our revenue, margin, engagement, and other performance targets.
• Proactively identify opportunities and champions novel approaches with a willingness to test and iterate new ideas to solve complex problems that positively impact Atlassian and our customers.
• Seamless transition from high-altitude to diving deep into details to uncover insights, perform financial and market analysis, synthesis a point of view to make recommendations to executive leadership.
• Lead multi-layered stakeholder management with significant cross-functional engagement, including across product and engineering teams, sales teams, and channel partners.
• Influence across all levels from the front lines to C-suite through effective communication and collaboration.
• Create trust and build relationships throughout the organization to marshal cross-functional support and resources needed to accomplish your goals.

What you'll have

• Have 10+ years of experience of a combination of general management, corporate development, management consulting / corporate strategy, business development or an equivalent field.
• A strong track record of delivering quantifiable business impact derived from developing actionable customer adoption, retention, and engagement strategies.
• Adept at navigating a P&L, business metrics and financial statements; experience developing pricing & packaging structures (including consumption-based pricing), monetization, and churn mitigation strategies.
• Experienced at breaking down problems, diagnosing the root causes, and creating realistic solutions that can be executed across the organization.
• Exceptional critical and creative thinking skills including evaluating risks and contingencies, developing structure in ambiguity, connecting the dots and flexibility in accepting new ideas or pivoting.
• Experience working with GTM teams, including front-line sales teams, pre-sales, post-sales, and partners.
• Deep analytical and data visualization skills from consuming significant information with the ability to determine the salient components needed for analysis and insights. Likewise, comfort with ambiguity, operating with asymmetrical and incomplete information, adapting and making forward progress.
• Ability to work quickly in a fast-paced environment while seamlessly transitioning from high-level to a detailed view.
• Effective at influencing across the levels from the front lines to the C-suite through strong communication, collaboration and presentation skills. You set the bar in terms of communication effectiveness from bringing teams, peers and leadership along on the journey.
• Demonstrate leadership qualities throughout your work - taking ownership of challenges, supporting your colleagues and setting the standard for quality in your deliverables.

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: $178,200 - $232,650
Zone B: $161,100 - $210,325
Zone C: $148,500 - $193,875
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 .