Principal, Success Portfolio Design & Transformation

Atlassian; Mountain View (CA); On-site; USD 183,000 - 239,000; Full time

Benefits offered by this job

Health and wellbeing resources

Volunteer days

Job summary

At Atlassian, we empower teams to work from anywhere. The Principal, Customer Success Portfolio Design & Transformation will design and roll out a scalable enterprise CS portfolio and GTM framework across large customers, coordinating with Product, Sales, Strategy, and Revenue Operations to drive adoption and measurable outcomes.

You will lead transformation initiatives, develop repeatable playbooks, and emphasize data-driven, ROI-focused outcomes throughout the customer lifecycle, including

Qualifications

• 8+ years of strategy, business/CS operations, management consulting, or org design with a track record of shaping structural or operating-model decisions.
• Experience in Customer Success or enterprise GTM strategy.
• Led large, cross-functional transformations in highly matrixed organizations.
• Strong strategic and analytical thinking—comfortable with market research, quantitative modeling, and narrative recommendations.
• Excellent structured thinking, framework building, and storytelling—able to turn ambiguous strategic questions into clear, well-reasoned designs.
• Managed enterprise portfolios, including multi-product adoption paths, complex renewal cycles, and custom solution delivery.
• Expertise in mapping complex enterprise customer journeys.
• Built, scaled, and operationalized enterprise success, adoption frameworks and programs.
• Served as liaison between Product and Customer Success to align product updates with enterprise customer needs.
• Data-driven decision making: leverage customer insights to inform program design, track performance, and iterate.

Responsibilities

• Design and build the Customer Success portfolio framework for Atlassian’s enterprise customers.
• Define go-to-market approaches aligned with milestones and business goals.
• Collaborate with CS, Product, Sales, Strategy, and Revenue Ops to rollout best practices and playbooks.
• Lead the shift to solution selling and transform CSM workflows using data-backed strategies.
• Create a scalable, repeatable launch framework with enterprise adoption focus.
• Partner with Product and Solution Factory to ensure seamless integration of customer journeys.

Skills

Strategy

Operations

Mgmt consulting

Org design

Customer Success

GTM strategy

Cross-functional

Data-driven decisions

Job description

Sales | Mountain View, United States or Remote | Remote, Remote |

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.

Principal, Customer Success Portfolio Design & Transformation — will design and build the Customer Success portfolio for Atlassian’s enterprise customers. Build frameworks for how Atlassian engages customer segments and drives adoption across initiatives such as success planning, value realization, onboarding, and product adoption. Design and roll out a go‑to‑market approach aligned with customer milestones and business goals, ensuring customers achieve measurable outcomes throughout their lifecycle. Work cross‑functionally with Customer Success, Product, Sales, Strategy, and Revenue Operations to operationalize best practices, create playbooks, and enable teams to deliver consistent, high‑impact customer experiences at every stage of the enterprise journey.

This role sits at the intersection of strategy and structural design. Work closely with the Global Head of CSMs and other CSM leaders on transformation initiatives and drive the co‑creation and publication of the CSM portfolio and strategy

Lead the shift to solution selling and drive key transformations with CSM leaders, streamlining customer adoption and optimizing CSM workflows using best practices and data‑backed strategies. Incorporate CMS activities into LOS design for digital and self‑service.

Drive the GTM approach and motion for CSMs—define the set of plays, engagement models, and delivery motions based on segment, tier, and customer need

Identify and implement adoption levers to increase product adoption, maturity, and retention via data‑driven programs and scalable resources. Apply enterprise adoption theories, maturity models, and change management principles.

Ensure seamless integration by partnering with Product and Solution Factory teams to create a launch framework that enables repeatable, scalable execution.

Design and operationalize the enterprise customer success journey focused on "moments that matter," including key milestones

Define a value framework tied to outcomes so CSMs can demonstrate ROI and product impact through consistent reporting and insights.

Build a scalable program with well‑defined assets, integrated enablement and content systems, and partnerships with Customer Education and self‑service teams to extend adoption reach and depth.

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.

In The United States or Remote, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $182,700 - $238,525

Zone B: $164,430 - $214,673

Zone C: $151,641 - $197,976

Must Have

• 8+ Years of Strategy, business/CS operations, management consulting, or org design with a track record of shaping structural or operating-model decisions
• Experience in Customer Success or enterprise GTM strategy
• Led large, cross‑functional transformations in highly matrixed organizations
• Strong strategic and analytical thinking — comfortable with market research, quantitative modeling, and narrative recommendations
• Excellent structured thinking, framework building, and storytelling — able to turn ambiguous strategic questions into clear, well‑reasoned designs
• Managed enterprise portfolios, including multi‑product adoption paths, complex renewal cycles, and custom solution delivery
• Expertise in mapping complex enterprise customer journeys
• Built, scaled, and operationalized enterprise success, adoption frameworks and programs
• Served as liaison between Product and Customer Success to align product updates with enterprise customer needs
• Data‑driven decision making: leverage customer insights to inform program design, track performance, and iterate

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.

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.

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