Head of Pre-Sales Operations

Overview

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. 

Do you enjoy working in a fast-paced environment, look to solve challenging problems and are motivated to implement innovative ways to do things better? You'll thrive if you are highly organized, driven, a self-starter, analytical and have a strong attention to detail. If so, continue reading.

This highly visible role will be a strategic partner to Sales Leadership, helping us deliver in period performance and scale for tomorrow. This role will oversee critical pillars of our Sales Field Ops function, partnering closely with the CRO, as well as Sales, Finance, Analytics and Sales Technology leadership to drive operational excellence and accelerate revenue growth. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational rigor with a deep understanding of enterprise SaaS go-to-market motions, and bridge from business intelligence analyst up to the C-suite. 

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.

Responsibilities

• Field Partnership & Insights Serve as trusted partner for Sales leadership, helping drive revenue performance, operational rigor, and strategic insights to power accelerated performance. 

• Forecasting & Pipeline Management Develop, own, and continuously improve our global in-quarter sales forecasting process, partnering with regional sales leaders to drive accountability and predictability.

• Territory, Quota, and Capacity Planning Lead annual territory and quota design cycles, ensuring equitable coverage, alignment to strategic priorities, and support for scalable growth.

• Sales Process Design & Optimization Drive consistency and effectiveness of sales processes across regions and segments; identify areas of friction and lead initiatives to improve rep productivity and funnel metrics.

• Sales Excellence Evangelism Partner with Sales Enablement and Systems teams to assess, implement, and optimize Sales processes, people and technology to deliver revenue growth

• Team Leadership Build, lead, and develop a high-performing global Sales Operations team, fostering a culture of collaboration, entrepreneurship and consistency. 

Qualifications

Qualifications

• 20+ years of experience in Sales Operations or Revenue Operations, with 5+ years in a leadership capacity

• Proven success supporting large, global B2B SaaS sales teams across all segments (e.g., SMB, MM, Enterprise)

• Deep 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

• Passion for people leadership, coaching, and developing future leaders

• Proficiency with SQL, Salesforce, Clari, Tableau, Excel, and other GTM tools

Preferred Qualifications

• Experience operating in a public company or pre-IPO scale-up environment

• MBA or relevant advanced degree

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

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:

Zone A: $207,900 - $271,425

Zone B: $187,200 - $244,400

Zone C: $172,800 - $225,600

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, pl