Senior Sales Strategy & Operations Analyst
At Atlassian, we are on a mission to reinvent B2B selling. We have built a $400m+, fast-growing business without traditional sales tactics. By focusing relentlessly on high-quality products and converting free trials into happy customers, we have created a prolific "Flywheel" delivering 60,000 customers to date. We believe we can proactively engage with our customers through "Smart Touch" - specific, value-added outbound engagements that generate higher conversions and incremental bookings throughout the customer lifecycle. The Senior Sales Strategy & Operations Analyst is integral to this program - leading the reporting and generating insights needed to execute Smart Touch effectively.
What we want to get done:
Build foundational reporting around underlying sales metrics (lead conversion, opportunity forecasting, bookings). Create real-time dashboards that a sales leader can easily follow. Be able to work with a technical team to identify customer needs and develop reporting requirements for BI dashboards.
Own the end-to-end process of tracking key sales and operational metrics and delivering regular insights to Atlassian partner teams (inside sales, channel partners, customer success managers, renewals team, etc.).
Lead change management and go-to-market projects. Identify root cause and execute related projects to improve team performance around key customer lifecycle and conversion metrics.
Collaborate with executive management, inside sales and channel management to identify and prioritize "Engagement Experiments" based on bookings upside potential.
Refine customer segmentation, help design ideal engagement model, and execute a plan to enhance cross-sell/up-sell velocity.
Implement a sales capacity model that allows Atlassian to predictably tie deployment of incremental sales resources to incremental bookings.
Help plan and own internal quarterly business reviews and strategic planning of key customer accounts.
More about you
On your first day, we’ll expect you to have:
A strong desire to execute, drive impact, and demonstrate urgency with projects big and small.
Ninja-like analysis skills: You know what questions to ask, what the data says, and what actions we can take based upon the results. You are a power user of Excel and either have strong SQL skills or willingness to learn.
Slick ability to package data into relevant insight: You’ll be expected to build best-in-class, real-time dashboards from CRM data. Solid BI (e.g., Tableau, GoodData, Wave) and Salesforce expertise is a big asset.
Project management whiz: You proactively scope a complex project, break it into manageable chunks, and execute against a work plan. You communicate deliverables regularly and avoid preventable fire drills.
You love partnering: You get that an organization is made up of very different parts. You relish influencing other teams and co-piloting cross-team initiatives.
Process improvement knowhow: Continuous improvement is in your DNA. You can enhance business processes from the diagnosis to documentation to execution.
Ability and desire to cover the range of activities from C-level presentations to hands-on, data deep-dives.
Minimum 4-6 years of ever-increasing responsibility in Sales Operations, Strategy, BizOps, or Analytics role within a B2B (ideally SaaS) company or in a strategy consulting environment.
More about the team
The Sales Operations team is staffed with committed and smart people helping our sales organizations understand current performance, forecast the future, and improve process. The analysts are responsible for building reporting for the global and regional sales leadership. The deal desk helps ensure that we process our biggest contracts in the most efficient manner possible. Our process leads work with IT to deliver the systems requirements that we need to scale our interactions with our customers.
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