GTM Strategy & Planning Lead, Teamwork Collection

About the Role
We're hiring a high-impact GTM Strategy & Planning Lead to help shape and drive the go-to-market strategy for Atlassian's Teamwork Collection - a suite of products that powers how teams collaborate, communicate, and execute across organizations.
As a core member of the Sales & Success Strategy team, you'll partner directly with Sales leadership, Product, Marketing, Channel, and Customer Success to define strategy, uncover growth opportunities, and drive execution across both direct and partner-led motions. You'll lead a portfolio of strategic initiatives - from pipeline acceleration to attach motions - backed by data, shaped by field insight, and executed cross-functionally.
This role is ideal for someone with a mix of strategy consulting and SaaS GTM experience, strong in analytics, and energized by executing high-impact initiatives and aligning diverse stakeholders to a common plan.
Key Responsibilities
Sales Strategy

• Develop and execute the GTM strategy for the Teamwork Collection across segments, regions, and routes to market.
• Identify whitespace and growth levers across customer lifecycle: land, adopt, expand, and renew.
• Launch sales plays and campaigns in partnership with Sales, Channel, and Marketing leaders.

Analytics & Insights

• Independently run quantitative analyses using SQL, Tableau, Excel, and Atlassian BI tools.
• Build dashboards and models to track sales performance, partner contribution, pipeline coverage, and attach rates.
• Synthesize insights into recommendations that drive revenue growth and execution improvements.

Cross-Functional & Channel Execution

• Collaborate across Direct Sales, Channel Sales, Product, Marketing, and Customer Success to drive aligned execution.
• Co-design partner-specific motions to accelerate reach and adoption of Teamwork Collection through resellers and solution partners.

Strategic Planning

• Lead annual planning for the Teamwork from a Sales perspective: goal setting, segmentation, quota, and resource allocation.
• Contribute to executive updates and CRO staff reviews with strategy inputs and performance insights.

What We're Looking For

• 6-9 years of experience in strategy consulting, GTM strategy, or business operations roles in tech/SaaS.
• Proven ability to run independent analysis using SQL, Excel, and Tableau/Looker.
• Experience working with or designing for channel/partner motions in a SaaS GTM context.
• Deep understanding of GTM fundamentals across sales, success, and channel ecosystems.
• Strong cross-functional influence, able to align stakeholders from product to partners.
• Clear business thinker who can connect insights to decisions and drive action.

Preferred Qualifications

• Familiarity with Atlassian's product portfolio or similar platforms (e.g., Asana, Monday.com , Notion).
• Prior exposure to partner-led GTM strategy or channel optimization.
• MBA or equivalent strategic training a plus.

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: $176,100 - $234,800
Zone B: $158,500 - $211,400
Zone C: $146,200 - $194,900
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.
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 .