Principal Analyst, Sales Strategy & Operations - EMEA Sales

Responsibilities

• 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.
• 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.
• Do you enjoy working in a fast-paced environment, look to solve challenging problems and are motivated to implement innovative ways to do things better? You'll thrive if you are highly organized, driven, a self-starter, analytical and have a strong attention to detail. If so, continue reading.
• This highly visible role will be a strategic partner to our Senior Sales Leadership, helping us deliver in period performance and scale for tomorrow. This role will support EMEA Account Executive (AE) teams, partnering closely with the applicable leaders and other teams to drive operational excellence and accelerate revenue growth. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational rigor with a deep understanding of enterprise SaaS go-to-market motions, and bridge from business intelligence analyst up to the C-suite.
• This role will serve as a key operational partner to our Senior Sales leadership, helping deliver in-period performance and build the operational foundation for scalable growth. You will partner closely with sales leadership and across Revenue Operations teams to drive operational rigor, forecasting discipline, and data-driven decision-making. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational rigor with a deep understanding of enterprise SaaS go-to-market motions, and bridge from business intelligence analyst up to the senior leadership.
• Field Partnership & Insights: Serve as trusted operational partner for sales leaders in our high-touch businesses in EMEA, helping drive revenue performance, operational rigor, and strategic insights to power accelerated performance.
• Forecasting & Pipeline Management: Assist sales to continuously improve their forecasting and pipeline generation and management practices under our sales franchise operating model, partnering with regional team leaders to improve accountability, predictability and forecast accuracy.
• Coverage, Target, and Capacity Planning: Support annual planning cycles for our high touch EMEA sales teams, including; territory design, target splits, headcount planning, and capacity modelling. 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.
• Sales Process Design & Optimisation: Drive the adoption of franchised sales practices to improve consistency and effectiveness across teams and geographies. Identify areas of friction in process workflows and lead initiatives to improve field productivity, engagement tracking, and funnel metrics. Look for opportunities to implement AI and automation to drive efficiencies.
• Sales Excellence Evangelism: Partner with Central Operations, Analytics, Systems and Sales Enablement teams to assess, standardise, implement, and optimise Sales processes, people and technology to deliver revenue growth. Support QBR preparation, compensation tracking, performance reporting, rhythm-of-business cadences for the sales organisation and change management with new processes and tools.

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