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Working at Atlassian

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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 exciting Emerging Solutions - Strategy Collection and Product Collection.

As a core member of the Sales & Success Portfolio 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 Strategy and Operations experience - strong in analytics, and energized by executing high-impact initiatives and aligning diverse cross-functional stakeholders to a common plan.
Experience in AI is a major plus - both in AI-driven sales initiatives, as well as experience in scaling and monetizing AI-based solutions

Key Responsibilities

Sales Strategy and Annual/Quarterly Planning

• Develop and execute the GTM strategy for Atlassian’s exciting Emerging Solutions - Strategy Collection and Product 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.

• Drive key Collection programs impacting Bookings, Pipeline, Capacity, Scaling, VoC

• Develop and Convey Market and Competitive Insights

• Utilize AI to develop scalable solutions, insights and recommendations

Analytics & Insights

• Build dashboards and models to track sales performance, partner contribution,
  pipeline coverage, and attach rates.

• Independently run quantitative analyses using SQL, Tableau, Excel, and Atlassian
  BI tools.

• Synthesize insights into recommendations that drive revenue growth and
  execution improvements.

Cross-Functional & Channel Execution

• Collaborate across Direct Sales, Product, Marketing, and Customer Success to drive aligned execution.

• Co-design partner-specific motions to accelerate reach and adoption of
  the Collection(s) through partners, resellers and solution partners.

• Work with Sales Operations and Enablement to elevate key strategic decisions and pivots

Strategic Planning

• Lead annual planning for the Collection(s) 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.

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, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $178,200 - $232,650

Zone B: $161,100 - $210,325

Zone C: $148,500 - $193,875

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, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $178,200 - $232,650

Zone B: $161,100 - $210,325

Zone C: $148,500 - $193,875

What We’re Looking For

• 6-12 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

• Prior exposure to partner-led GTM strategy or channel optimization.

• Familiarity with Atlassian’s product portfolio or competing platforms (e.g., Planview, ServiceNow SPM, Apptio).

• MBA or equivalent strategic training a plus.

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.