Principal Analyst, Sales Strategy & Operations - Public Sector Sales

Atlassian; United States; Remote; USD 152,000 - 199,000; Full time

Benefits offered by this job

Health benefits

Volunteer days

Wellbeing resources

Job summary

Atlassian offers flexible work locations in a fast-growing enterprise SaaS environment. This strategic Sales Operations role partners with senior sales leadership to drive in-period performance, forecast accuracy, and scalable revenue growth across global Public Sector accounts.

The candidate will blend rigorous operational practices with deep domain knowledge in enterprise go-to-market motions and will collaborate with Revenue Operations, analytics, and sales enablement to optimize processes

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).

Responsibilities

• Field partnership & insights: Serve as trusted operational partner for Sales leaders in our high touch businesses in global Public Sector, 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 Public Sector 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.
• 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.

Skills

Sales Operations

Forecasting & Analytics

Sales Process Design

Executive Stakeholder Influence

Systems & Data Collaboration

English Proficiency

Education

MBA

Tools

Salesforce

Tableau

Google Sheets

GTM tools

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.
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 Public Sector 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 global Public Sector, 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 Public Sector 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.
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 Americas, 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

• 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

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.