Principal Analyst, Sales Strategy & Operations

Atlassian; San Francisco (CA); Remote; USD 126,000 - 199,000; Full time

Benefits offered by this job

Health resources

Paid volunteer days

Bonuses

Equity

Job summary

At Atlassian, a leading software company, the Principal Analyst, Sales Strategy & Operations role focuses on partnering with the SSE organization to drive revenue performance and scalable growth. The role requires strong analytics, forecasting discipline, and cross-geography collaboration to implement efficient sales motions and process improvements.

The role involves forecasting accuracy, headcount planning, and developing insights for senior leadership, with opportunities to leverage AI and

Responsibilities

• Field partnership & insights — Serve as a trusted operational partner to SSE leaders globally, helping drive revenue performance, operational rigor, and strategic insights.
• Forecasting & pipeline management — Drive continuous improvement in SSE forecasting and pipeline generation and management practices under the Sales Franchise operating model.
• Coverage, target & capacity planning — Support annual and in-period planning cycles for the global SSE org, including territory design, target splits, headcount planning, and capacity modeling.
• Sales process design & optimization — Drive the adoption of franchised SSE-specific sales practices to improve consistency and effectiveness across geos.
• Sales excellence & operational rhythm — Partner with Central Operations, Analytics, Sales Acceleration & Systems, and Sales Enablement teams to assess, standardize, and optimize SSE-specific processes and tooling.

Job description

Overview

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 role will serve as a key operational partner to our Global Solution Sales Engineering (SSE) organization, helping deliver in-period performance and build the operational foundation for scalable growth. You will partner closely with SSE leadership across all geos and segments to drive operational rigor, forecasting discipline, and data-driven decision-making. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational excellence with an understanding of solution and specialist sales motions, and communicate effectively from analysts and front-line managers through to senior sales leadership.Principal Analyst, Sales Strategy & Operations

Responsibilities

• Field partnership & insights — Serve as a trusted operational partner to SSE leaders globally, helping drive revenue performance, operational rigor, and strategic insights. Partner across segments (Enterprise, Mid-Market, Strategic) and geos to deliver consistent support aligned to the SSE operating model.

• Forecasting & pipeline management — Drive continuous improvement in SSE forecasting and pipeline generation and management practices under the Sales Franchise operating model. Partner with SSE front-line managers and regional leaders to improve accountability, predictability, and forecast accuracy.

• Coverage, target & capacity planning — Support annual and in-period planning cycles for the global SSE org, 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 SSE-specific sales practices to improve consistency and effectiveness across geos. Identify areas of friction in SSE workflows and lead initiatives to improve specialist productivity, engagement tracking, and funnel metrics. Look for opportunities to implement AI and automation to drive efficiencies.

• Sales excellence & operational rhythm — Partner with Central Operations, Analytics, Sales Acceleration & Systems, and Sales Enablement teams to assess, standardize, and optimize SSE-specific processes and tooling. Support QBR preparation, SPIFF tracking, performance reporting, and rhythm-of-business cadences for the SSE org.

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.

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.

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

Pay Ranges

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: $152,100 - $198,575

Zone B: $136,890 - $178,718

Zone C: $126,243 - $164,817

Qualifications

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.