Principal Strategist, Sales & Success Strategy

Overview

Your future team

The Sales and Success Strategy team develops pragmatic, customer-centric GTM strategies that are responsive to changing market dynamics and drive sustainable, profitable growth. Dedicated to continuous improvement, we harness the power of data-driven insights to uncover growth opportunities while continually optimizing our sales process and empowering our GTM teams to build rich customer experiences and increase market share. This results in effective strategies to drive decisions on what we do and don’t do to provide a sustainable, monetizable advantage in the market.

We measure success by the positive impact on our profitability, market share, and customer delight.

Atlassian is seeking a Principal Strategist to develop our GTM strategy across different initiatives. Using qualitative and quantitative methods, this role will evaluate opportunities and design initiatives that fuel P&L growth from our customers. This work will be pivotal to delivering value and delight at scale to our customers, partners and across Atlassian, while creating outcomes that unlock the Atlassian System of Work.

We are looking for a highly-capable individual contributor who will partner closely with cross-functional executives and stakeholders across the organization to define critical strategy that will help set the long-term direction of the business. This individual should thrive in a fast-paced environment, evaluate challenges from multiple angles to cogently structure a plan of action, and be able to operate independently. A strong understanding of SaaS business models is ideal.

Responsibilities

Develop actionable GTM strategies from ideation to design, which includes conducting internal and market due diligence, utilizing relevant frameworks, and creating scalable options to achieve our fiscal year goals, and our longer term performance targets.

Analyze complex information using qualitative and quantitative methods to inform and drive our GTM strategy and meet/exceed our revenue targets.

Proactively identifies opportunities and champions novel approaches with a willingness to test and iterate new ideas to solve complex problems that positively impact Atlassian and our customers.

Seamless transition from high-altitude to diving deep into details to uncover insights, perform financial and market analysis, synthesize a point of view to make recommendations to executive leadership.

Lead multi-layered stakeholder management with significant cross-functional engagement.

Influence across all levels from the front lines to C-suite through effective communication and collaboration.

Create trust and build relationships throughout the organization to marshal cross-functional support and resources needed to accomplish your goals.

Compensation

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: $183,600 - $239,700

Zone B: $165,240 - $215,730

Zone C: $152,388 - $198,951

Pay Ranges

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: $182,700 - $238,525

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

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

Qualifications

Have 10+ years of experience of a combination of general management, corporate development, management consulting / corporate strategy, business development or an equivalent fieldA strong track record of delivering quantifiable business impact derived from developing actionable adoption, retention and engagement strategies.

Adept at navigating a P&L, business metrics and financial statements; awareness of pricing structures, monetization and churn mitigation strategies.

Experienced at breaking down problems, diagnosing…