Principal Analyst, Sales Strategy & Operations - EMEA Sales

Atlassian; Netherlands; Hybrid; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Benefits

Bonuses/Commissions/Equity

Job summary

At Atlassian in the Netherlands, we enable teams to work where they want—office, home, or hybrid—while driving enterprise SaaS revenue growth. We seek a Sales Operations leader to partner with Senior Sales Leadership across EMEA and deliver in-period performance with scalable processes.

You will lead forecasting, pipeline management and strategic insights, working with Salesforce, Tableau and Google Sheets.

Qualifications

• 7+ years of experience in Sales Operations or Revenue Operations.
• Strong forecasting, analytics and process design skills.
• Proven ability to influence cross-functional stakeholders.

Responsibilities

• Serve as trusted operational partner for Sales leaders across EMEA.
• Improve forecasting accuracy and pipeline management within the Sales Franchise model.
• Support territory design, headcount planning, and capacity modeling.
• Drive adoption of standardized sales processes and AI/automation to boost efficiency.
• Collaborate with Central Operations, Analytics and Sales Enablement to enable revenue growth.

Skills

Sales Operations

Forecasting

Analytics

Process Design

Executive Presence

Cross-functional Collaboration

Tools

Salesforce

Tableau

Google Sheets

Job description

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.

Overview

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.

At Atlassian, we are on a mission to reinvent B2B selling. We have built a fast-growing, multi-billion business by focusing relentlessly on building products that delight our customers and removing friction to drive sales and adoption.

Do you enjoy working in a fast-paced environment, look to solve challenging problems and are motivated to implement innovative ways to do things better? You'll thrive if you are highly organized, driven, a self-starter, analytical and have a strong attention to detail. If so, continue reading.

This highly visible role will be a strategic partner to our Senior Sales Leadership, helping us deliver in period performance and scale for tomorrow. This role will support EMEA Account Executive (AE) teams, partnering closely with the applicable leaders and other teams to drive operational excellence and accelerate revenue growth. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational rigor with a deep understanding of enterprise SaaS go-to-market motions, and bridge from business intelligence analyst up to the C-suite.

This role will serve as a key operational partner to our Senior Sales leadership, helping deliver in-period performance and build the operational foundation for scalable growth. You will partner closely with sales leadership and across Revenue Operations teams to drive operational rigor, forecasting discipline, and data-driven decision-making. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational rigor with a deep understanding of enterprise SaaS go-to-market motions, and bridge from business intelligence analyst up to the senior leadership.

Responsibilities

• Field partnership & insights Serve as trusted operational partner for Sales leaders in our high touch businesses in EMEA, helping drive revenue performance, operational rigor, and strategic insights to power accelerated performance.
• Forecasting & pipeline management Assist Sales to continuously improve their sales forecasting and pipeline generation and management practices under our Sales Franchise operating model, partnering with regional team leaders to improve accountability, predictability and forecast accuracy.
• Coverage, target and capacity planning Support annual planning cycles for our high touch EMEA sales teams, including territory design, target splits, headcount planning, and capacity modeling. Ensure equitable coverage, alignment to strategic priorities, and support for the org's growth trajectory. Support field leaders with headcount management in line with published policies and governance.
• Sales process design & optimization Drive the adoption of franchised sales practices to improve consistency and effectiveness across teams and geographies. Identify areas of friction in process workflows and lead initiatives to improve field productivity, engagement tracking, and funnel metrics. Look for opportunities to implement AI and automation to drive efficiencies.
• Sales excellence evangelism Partner with Central Operations, Analytics, Systems and Sales Enablement teams to assess, standardize, implement, and optimize Sales processes, people and technology to deliver revenue growth. Support QBR preparation, compensation tracking, performance reporting, rhythm-of-business cadences for the sales organization and change management with new processes and tools.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

This role may also be eligible for benefits, bonuses, commissions, and equity.

Qualifications

• 7+ years of experience in Sales Operations or Revenue Operations
• Proven success supporting velocity B2B Sales Operations
• Expertise in sales planning, forecasting, analytics, and process design
• Strong business acumen and executive presence, with the ability to influence cross-functional stakeholders and executive leadership
• Experience managing or partnering closely with systems and data teams
• Proficiency with Salesforce, Tableau, Google Sheets, and other GTM tools
• English language proficiency (written and verbal)

Preferred Qualifications

• Experience operating in a public company or pre-IPO scale-up environment
• MBA or relevant advanced degree or relevant experience
• Familiarity with MEDPICC, Challenger, or other enterprise sales methodologies

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.

This role may also be eligible for benefits, bonuses, commissions, and equity.

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.

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.