Principal Analyst, Sales Strategy & Operations (Strategic & Public Sector)

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.
This is a remote position. To help our teams work together effectively, this role requires you to be located in a North American time zone.
Your future team
Our Sales Strategy & Analytics team is composed of people with backgrounds in go-to-market strategy, operations, and data analytics. We work to unleash the potential of our high-touch sales teams to ensure the successful pursuit of our revenue goals.
We're hiring a Principal Analyst, Sales Strategy & Operations, reporting to Manager, Strategic & Enterprise Sales Strategy & Operations. You are an operations and analytics professional with experience enabling successful B2B SaaS sales teams to win with the most strategic and complex enterprise customers.
Your contributions will run the gamut from annual strategy planning and segmentation to ongoing forecast exercises. Working with subject matter partners in strategy, systems, compensation, and data science, you will maintain regular rhythms of the business to provide sales leadership with clear, prescriptive insight into their teams' performance.
What you'll do

• Act as primary sales operations business partner to the global Strategic & North American Public Sector sales teams. You will partner with the global and regional leaders, plus team sales managers, to implement winning go-to-market strategies.
• Monitor and analyze foundational sales metrics reporting (pipeline generation, forecast & coverage, bookings) to identify and proactively close performance gaps.
• Execute related projects to improve team performance around key customer lifecycle and conversion metrics.
• Be able to work with technical teams to identify stakeholder needs and develop reporting requirements for BI dashboards.
• Participate as a critical contributor in change management and go-to-market projects.
• Support fiscal year planning, target and OKR setting, compensation validation and ad-hoc analytics.

Your background

• 7+ years of increasing responsibility in Sales Operations, Strategy, Business Operations, or Analytics role within a B2B (preferably SaaS) company or in a strategy consulting environment.
• A strong desire to execute and drive impact with projects big and small.
• Comfort operating independently in a frequently evolving environment and with multiple teams relying on you.
• You take pride in your work and view what you do as a part-owner and builder of Atlassian.
• You know what questions to ask, what the data says, and what actions to take based on the results. You are comfortable building detailed capacity and forecast models using reporting tools, Excel, and Google Sheets.
• Deft ability to package data into relevant insight: You know how to create compelling presentations and can lead executives through data deep-dives.
• You love partnering: You get that an organization is made up of very different parts. You relish influencing other teams and co-piloting cross-team programs.
• Process improvement knowhow: Continuous improvement is in your DNA. You can enhance business processes from the diagnosis to documentation to execution.
• Strong familiarity with fundamentals of CRM data structure, reporting, and analysis.

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: $149,000 - $198,700
Zone B: $134,100 - $178,800
Zone C: $123,700 - $164,900
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 .