Principal Analyst, Sales Strategy & Operations

Atlassian•San Francisco, CA

1d•$126,243 - $198,575

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 role will serve as a key operational partner to our Global Solution Sales Engineering (SSE) organization, helping deliver in-period performance and build the operational foundation for scalable growth. You will partner closely with SSE leadership across all geos and segments to drive operational rigor, forecasting discipline, and data-driven decision-making. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational excellence with an understanding of solution and specialist sales motions, and communicate effectively from analysts and front-line managers through to senior sales leadership.

Requirements

Highly organized
Driven
Self-starter
Analytical
Strong attention to detail
Understanding of solution and specialist sales motions
Effective communication skills

Responsibilities

Serve as a trusted operational partner to SSE leaders globally, helping drive revenue performance, operational rigor, and strategic insights. Partner across segments (Enterprise, Mid-Market, Strategic) and geos to deliver consistent support aligned to the SSE operating model.
Drive continuous improvement in SSE forecasting and pipeline generation and management practices under the Sales Franchise operating model. Partner with SSE front-line managers and regional leaders to improve accountability, predictability, and forecast accuracy.
Support annual and in-period planning cycles for the global SSE org, including territory design, target splits, headcount planning, and capacity modeling. Ensure equitable coverage, alignment to strategic priorities, and support for the org's growth trajectory. Support field leaders with headcount management in line with published policies and governance.
Drive the adoption of franchised SSE-specific sales practices to improve consistency and effectiveness across geos. Identify areas of friction in SSE workflows and lead initiatives to improve specialist productivity, engagement tracking, and funnel metrics. Look for opportunities to implement AI and automation to drive efficiencies.
Partner with Central Operations, Analytics, Sales Acceleration & Systems, and Sales Enablement teams to assess, standardize, and optimize SSE-specific processes and tooling. Support QBR preparation, SPIFF tracking, performance reporting, and rhythm-of-business cadences for the SSE org.