Principal analyst - Sales strategy and operations

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
At Atlassian, we are on a mission to reinvent B2B selling. We know that classic high-pressure B2B sales tactics don't work anymore. We have built a billion dollar, fast-growing business without any of those tactics, based on high-quality products, free trials and an intense focus on customer satisfaction. Those happy Customers convert to paying Customers, creating a prolific "Flywheel" that has delivered 150,000+ customers to date. We believe that there is an opportunity to more pro-actively engage with our customers through targeted, value-added outbound engagements that will lead to higher conversions and incremental bookings throughout the Customer lifecycle.
Atlassian has been on an evolution over the last year developing an AI offering (Rovo) that further amplifies the power of our teamwork platform. As with the general AI landscape, there is much to be learned about how we position our product, what the ideal customer profiles are, and what the best GTM motion is to make Rovo Atlassian's next $100M product.
The team needs an experienced, ultra-collaborative lead analyst to partner with Atlassian's AI GTM leadership team to manage the emergent Rovo business, from long term target setting to realtime analysis and problem solving. Individuals who would be successful in this role are familiar with enterprise GTM motions and lingo (your SQLs, pipeline, win rates) as well as leveraging product signals and non-GTM data to optimize an account targeting model (what features are customers using within Rovo? What features alongside Rovo do customers find the most value in?).
Some of your responsibilities:

• Drive how Atlassian's sales and marketing teams manage the Rovo / AI business, including setting OKRs, sales team targets, pipeline targets, and more
• Partner with Atlassian's R&D organization leadership to build strong connectivity around what customers are saying about Rovo and what product features are most high priority
• Be the trusted partner for senior leaders on the Rovo team when it comes to business performance, areas of strength / weakness, and where in our customer funnel we can improve

• 7+ years of experience in business strategy, finance, analytics, consulting, OR 5+ in sales strategy, operations, or analytics
• Expert level excel skills, you can build a model that forecasts any business motion
• Expert with SQL, you can join any data sources you need together
• Ability to structure complex, ambiguous problems, derive insights from data, and articulate clearly with diverse teams up to the senior leadership level
• Proactive engagement with the management team to identify, prioritize, develop, and execute a quarterly sales strategy plan
• Strong presentation skills and ability to influence varying org functions at varying levels of seniority throughout the org; basically you can execute as well as recommend.

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: $149,000 - $198,700
Zone B: $134,100 - $178,800
Zone C: $123,700 - $164,900
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.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
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 .