Principal Product Manager, Outbound Product Management (Jira)

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.
Responsibilities
Reporting to the Head of Product overseeing Jira's Expansion efforts, the Principal Product Manager, Outbound Product Management (Jira) role will work closely with both our GTM and R&D teams to improve the "Fit" and "Adoption" of our products for our most strategic customers. You will collect and codify feedback from the field to bring back to product, and use that knowledge to shape both our Product roadmaps and our GTM strategy across Sales, Marketing, and Customer Success.

• "Fit": Work with PMs to distill the broad set of feedback we hear from customers into a product strategy that delivers on the right feedback, using the right solutions, with the right priority
• "Adoption": Communicate that product strategy back to customers and the market in the most effective way for the right audience

You will engage as a Subject Matter Expert (SME) with strategic customers during high-stakes pre-sales conversations, serving as product partner in escalations, and driving strategic post-sales conversations to ensure that our customers can adopt our products at scale. You are also responsible for prioritizing customer needs with product and solution teams, and building scaled customer learning loops to capture feedback.
You will also drive the Product perspective and influence on Marketing strategy, serving as a conduit between Product and Marketing teams to ensure that we are positioning and messaging the value of Jira as effectively as possible.
Primary Responsibilities:

• Be a strategic partner for our largest customers
  
  • Engage with CIO/Sr Director buyer personas throughout the sales cycle to instill customer confidence in our products
  • Partner with Sales and Customer Success teams for adoption remediation and growth conversations with strategic customers where product intervention would be beneficial
  • Work cross-functionally with Product, Marketing, and Engineering to ensure that we deliver solutions for these customers, regardless of where the solution exists in our org or product
• Influence the market
  
  • Lead partnership between Product and Marketing to shape our product narrative and shape Product Marketing roadmaps
  • Work with analysts and market leaders to shape the perception of our product
  • Participate in market events to drive awareness of our product as a market leader
• Influence Atlassian
  
  • Define, prioritize, and deliver significant portions of our customer roadmap, optimizing for largest customers
  • Represent Voice of the Customer back to product teams
  • Develop scaled customer feedback loops across Jira product teams

Who you are:

• Part Marketer: Tell stories about our product vision and value in a way that resonates with the market
• Part Sales: Tailor those stories to the needs of a specific customer and handle questions/objections to close deals
• Part Product Manager: Design solutions for the biggest issues seen in the field, and collaborate with product teams to solve
• Part Customer Success: Help tailor those solutions to the needs of individual customers to drive adoption and deliver on the promises we made during the Sales process

And above all, a communicator:

• Understand how a customer problem translates to a product vision (and vice versa)
• Execute that two-way communication at different levels of seniority, both internally (from an AE to a Product VP) and externally (from an Engineer to a CIO)

General Qualifications:

• 5+ years experience in B2B SaaS space
• 5+ years experience in product management
• Background in customer-facing situations, able to land deals, de-escalate and help improve processes where needed
• Experience building systems to capture and prioritize customer feedback at scale
• Track record of influencing product strategy without direct authority
• Use a blend of writing and speaking to influence C-level customers and partners
• Have experience in Jira's primary markets - Collaboration & Work Management. Familiar with competitive landscape and trends in the industry
• Can align many teams to achieve OKRs
• Executive Presence and customer-facing confidence
• Empathy-driven Product leader who can coach PMs on how to engage with customers effectively
• Comfortable traveling domestically & internationally for meetings based on business need

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: $190,400 - $253,800
Zone B: $171,300 - $228,400
Zone C: $158,000 - $210,700
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 .