Senior GTM Data Strategy Lead

Overview

Working at Atlassian

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

We are looking for a Senior GTM Data Strategy Lead to join our growing Revenue Operations Team. In this role, you will lead our third-party data vendor strategy to ensure our sales teams have the most accurate and enriched Account & Contact data to drive revenue creation. You will partner with our Data Technology teams in IT on our broader MDM strategy, supporting the design and implementation of a shared data model and integration framework across our enterprise tech stack, and you will guide our Sales and Success data governance strategy (quality and hygiene efforts). You will be a key player in exploring and implementing new AI-based tools to optimize our GTM data strategy in collaboration with partners in Marketing.

Responsibilities

• Own the Third-Party Data Vendor Strategy: Partner with our data engineering team on our tooling strategy for sourcing and managing data vendors to fill enrichment gaps for Accounts and Contacts. You will serve as the primary relationship manager for these vendors (for sales), and will be the tool evangelist to the field sales teams, ensuring we maximize value from our data subscriptions.

• Refine Data Sourcing Processes: Develop and refine the processes for how we source, prioritize, and tag high-priority accounts and contacts for our sales teams to optimize inbound and outbound engagements.

• Evaluate and Implement GTM Tools: Explore and evaluate new AI-based tools and technologies that can enhance our GTM data strategy. This includes data enrichment, intent data platforms, and predictive analytics tools.

• Drive Data Quality and Hygiene: Implement and manage processes to maintain high data quality and hygiene across our GTM tech stack.

• Collaborate Cross-Functionally: Work closely with sales, marketing, and business systems teams to understand their data needs and ensure our data strategy and tools are aligned to support their goals.

Qualifications

• 10+ years of experience in a role focused on Sales Strategy, Operations, or Marketing Operations.

• 5+ years of experience managing third-party data vendors (e.g., D&B, ZoomInfo, Lusha, Apollo, Clearbit, Clay, Pocus, HG Insights, 6Sense). You must understand their capabilities, limitations, and how to effectively integrate them into our data pipelines and business processes.

• Deep expertise in CRM platforms, specifically Salesforce, with a strong understanding of data models and objects related to accounts and contacts.

• Demonstrated experience in data modeling, data governance, and data quality management. You know the difference between data quality and data hygiene and can develop strategies for both.

• Proven experience in implementing and managing data enrichment processes at a B2B software company.

• A track record of exploring and evaluating new technologies, with a strong understanding of how AI and machine learning can be applied to GTM data operations.

• Proficiency in data analytics, including experience with data visualization tools (e.g., Tableau, Power BI, Looker) and statistical analysis to identify trends, measure performance, and inform GTM strategy decisions.

• Exceptional analytical and problem-solving skills with the ability to turn data into actionable insights.

• Excellent communication and stakeholder management skills to effectively align various teams on a shared data vision.

• Strategic thinker and problem-solver. You are proactive in identifying data issues and designing scalable solutions.

• A bachelor's degree is required.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: