[Remote] Principal Analyst, Sales Strategy & Operations - Public Sector Sales

Note: The job is a remote job and is open to candidates in USA. Atlassian is hiring a Principal Analyst to partner with Public Sector sales leadership and support revenue performance and scalable growth. The role drives forecasting discipline, planning, operational rigor, and data-driven decision-making across sales teams.

Responsibilities

• Field partnership & insights Serve as trusted operational partner for Sales leaders in our high touch businesses in global Public Sector, helping drive revenue performance, operational rigor, and strategic insights to power accelerated performance
• Forecasting & pipeline management Assist Sales to continuously improve their sales 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 Public Sector sales teams, 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
• Sales process design & optimization 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, standardize, implement, and optimize Sales processes, people and technology to deliver revenue growth. Support QBR preparation, compensation tracking, performance reporting, rhythm-of-business cadences for the sales organization and change management with new processes and tools

Skills

• 7+ years of experience in Sales Operations or Revenue Operations
• Proven success supporting velocity B2B Sales Operations
• 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
• Proficiency with Salesforce, Tableau, Google Sheets, and other GTM tools
• English language proficiency (written and verbal)
• Experience operating in a public company or pre-IPO scale-up environment
• MBA or relevant advanced degree or relevant experience
• Familiarity with MEDPICC, Challenger, or other enterprise sales methodologies

Benefits

• Atlassians can choose where they work – whether in an office, from home, or a combination of the two.
• Health and wellbeing resources
• Paid volunteer days

Company Overview

Company H1B Sponsorship