Director of Innovation, Commercial Operations

Working at Atlassian

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At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion dollar, fast growing software business with over 300,000 paying customers, hundreds of sales and implementation partners and millions of users around the globe. Our culture is open, welcoming, collaborative and passionately focused on our customer's success.

We're building a brand new team and we need a founding leader to shape it. As a Senior Manager of Innovation, you'll stand up and lead a cross functional team dedicated to accelerating how we operationalize new products, pilot emerging offerings and bring them to the market with speed and rigor. This role reports into the Global Head of Commercial Operations and sits at the intersection of strategy and execution. You won't just identify what's next, you'll build the frameworks, processes and pilot programs that turn new product ideas into revenue-generating realities. You'll be the connective tissue between Product, Sales, Deal Operations and Monetization Strategy, Systems and Processes, ensuring we move from concept to customer impact faster than ever.

What You'll Do

• Build the team from the ground up - refine the charter, hire the talent and establish the operating model for a new innovation function within GTM operations.
• Operationalize new products - collaborate with strategy team to land policies and design the end to end process for bringing new offerings from product readiness to field enablement, pricing, packaging and customer delivery, in particular for quoting, pricing models, commercial term structures and all associated systems and tooling.
• Run structured pilots - develop a repeatable pilot framework, including success criteria, customer selection, feedback loops, and go/no-go decision points to derisk new offerings before broad launch.
• Drive organizational agility Identify and remove friction in how we respond to new products and market shifts; build lightweight, scalable processes that keep pace with our innovation velocity.
• Bridge strategy and field execution Partner closely with Revenue Operations, Deal Operations, Deal Desk, Monetization Strategy, and Account teams to ensure new offerings are commercially viable and field-ready.
• Scale processes and drive business requirements, influencing solution design to ensure streamlined operations at scale to move work from pilot deal teams to the Deal Desk and Deal Operations functions.
• Measure and iterate Establish KPIs for pilot success, time-to-operationalize, and revenue impact of new offerings; use data to continuously improve the innovation pipeline.

• 10+ years of experience in GTM operations, sales strategy, product operations, or a related field, with at least 5 years in a leadership role.
• Proven track record of standing up new teams or functions you've built something from scratch before and know how to create clarity from ambiguity.
• Deep operational expertise you know how to design processes, build playbooks, and operationalize strategy at scale across global teams.
• Pilot and experimentation mindset experience designing and running structured pilots, MVPs, or beta programs with measurable outcomes.
• Strong cross-functional leadership demonstrated ability to influence and align stakeholders across Product, Sales, Finance, and Operations without direct authority.
• Commercial acumen you understand pricing, packaging, deal structures, and what it takes to make a new offering sellable and scalable.
• Comfort with ambiguity and speed you thrive in fast-moving environments where the playbook doesn't exist yet.

• BS/BA in Business, Economics, Finance, Operations or a related discipline
• Knowledge of CPQ/QTC technology solutions, Salesforce, Oracle Fusion, NetSuite, JIRA, Confluence, Docusign, Cloud marketplaces.
• Experience directly supporting customers, partners & sellers on deal shaping/structuring, terms negotiations, financial modeling & risk optimization on complex contracts.
• Experience establishing new governance practices for deal reviews (deal structure and risk-adjusted return evaluations), and deal flow to anticipate & avoid downstream issues before they happen.