Head of Pre-Sales Operations

Atlassian • San Francisco, CA

132d • $172,800 - $271,425

About The Position

At Atlassian, we are on a mission to reinvent B2B selling. We have built a fast-growing, multi-billion business by focusing relentlessly on building products that delight our customers and removing friction to drive sales and adoption. This highly visible role will be a strategic partner to Sales Leadership, helping us deliver in period performance and scale for tomorrow. This role will oversee critical pillars of our Sales Field Ops function, partnering closely with the CRO, as well as Sales, Finance, Analytics and Sales Technology leadership to drive operational excellence and accelerate revenue growth.

Requirements

• 20+ years of experience in Sales Operations or Revenue Operations, with 5+ years in a leadership capacity.
• Proven success supporting large, global B2B SaaS sales teams across all segments (e.g., SMB, MM, Enterprise).
• Deep expertise in sales planning, forecasting, analytics, and process design.
• Strong business acumen and executive presence, with the ability to influence cross-functional stakeholders and executive leadership.
• Experience managing or partnering closely with systems and data teams.
• Passion for people leadership, coaching, and developing future leaders.
• Proficiency with SQL, Salesforce, Clari, Tableau, Excel, and other GTM tools.
• Experience operating in a public company or pre-IPO scale-up environment preferred.
• MBA or relevant advanced degree preferred.

Nice To Haves

• Familiarity with MEDPICC, Challenger, or other enterprise sales methodologies preferred.

Responsibilities

• Serve as trusted partner for Sales leadership, helping drive revenue performance, operational rigor, and strategic insights to power accelerated performance.
• Develop, own, and continuously improve our global in-quarter sales forecasting process, partnering with regional sales leaders to drive accountability and predictability.
• Lead annual territory and quota design cycles, ensuring equitable coverage, alignment to strategic priorities, and support for scalable growth.
• Drive consistency and effectiveness of sales processes across regions and segments; identify areas of friction and lead initiatives to improve rep productivity and funnel metrics.
• Partner with Sales Enablement and Systems teams to assess, implement, and optimize Sales processes, people and technology to deliver revenue growth.
• Build, lead, and develop a high-performing global Sales Operations team, fostering a culture of collaboration, entrepreneurship and consistency.

Benefits

• Health and wellbeing resources.
• Paid volunteer days.
• Equitable, explainable, and competitive compensation programs.
• Eligibility for benefits, bonuses, commissions, and equity.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Master's degree
• Number of Employees: 5,001-10,000 employees