Principal Analyst, Sales Strategy & Operations - EMEA Sales

About the Position

Principal Analyst, Sales Strategy & Operations - EMEA Sales

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.

We are looking for a Principal Analyst, Sales Strategy & Operations to join our EMEA Sales team. 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.

This is a remote position. To help our teams work together effectively we're looking for someone based in the UK.

Responsibilities

• 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.

Requirements

• 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)
• Familiarity with MEDPICC, Challenger, or other enterprise sales methodologies

We Offer

Atlassian offers a wide range of perks and benefits designed to support you, your family, and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

About the Company

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.