Sr. Analyst, Professional Services Analytics

Overview

Working at Atlassian

Do you love working with Sales teams? Are you highly analytical and can confidently lead insight generation? If so, continue reading.

At Atlassian, we are on a mission to reinvent B2B selling. We have built a multi-billion fast-growing business by focusing relentlessly on converting free trials into happy customers. As a Sr. Analyst for Professional Services, you will be integral to this. You will work directly with our Field Operations teams to ensure we optimize our professional services organization.

This role is a hybrid of traditional jobs in Sales operations and strategic planning. The ideal candidate should be familiar with SaaS go-to-market frameworks and have experience engaging with executives.

In this role you will be a trusted business partner to the head of professional services sales at Atlassian. You will be responsible for building the services sales forecasting processes, developing operational targets to monitor the health of the organization and the performance KPI’s of the sales teams. This includes bookings analysis and reviews as well as, revenue & COGS (P&L) attainment. Driving weekly deal reviews, and building operational models to help optimize the services organization. 

Responsibilities

• Support the Professional Services team by partnering closely with multiple groups to create best-in-class standard reporting & analytics.

• Develop annual/quarterly plans for health of business and performance KPIs (Bookings and P&L)

• Ensure accurate weekly forecasting and deal reviews with the Professional Services Sales team

• Drive operational model-building including:

  • Bookings to revenue waterfalls with burn rate analysis.

  • Sales & Delivery capacity planning, analyzing various types and levels of consultants, billable utilization objec‐tives, and backlog analysis to drive revenue plans and analyze forecasts.

  • Develop Work at risk (WAR), Free Work, Concessions, Investment, and Discounting processes and ongoing analysis

  • Support Sales executive discussions regarding budgets, resources, schedules, and risks with clear, actionable data

• Evaluate existing processes and workflows and own opportunities to improve, automate, and scale

• Build foundational reporting around services metrics. Be able to work with a technical team to identify customer needs and develop reporting requirements for BI dashboards.

• Ad-hoc business analysis

Qualifications

• 7+ years of ever-increasing responsibility in Sales Operations, Strategy, Finance, BizOps, or Analytics role within a B2B (ideally SaaS) company supporting a Professional Services organization.

• Strong excel/google sheets skills (can write complex functions) and ability to distil complex data into relevant insight: You know how to create compelling presentations and can lead executives through data deep-dives.

• Analytics skills: You know what questions to ask, what the data says, and what actions to take based upon the results. 

• You love partnering: You get that an organization is made up of very different parts. You are proficient in and relish influencing other teams and co-piloting cross-team initiatives.

• Process improvement know-how: Continuous improvement is in your DNA. You can enhance business processes from the diagnosis to documentation to execution.

• A strong desire to execute, drive impact, and demonstrate urgency with projects big and small.

• An owner mentality: You take pride in your work and view what you do as a part-owner and builder of Atlassian.

• Deft ability to communicate data into relevant insight: You know how to create compelling presentations and can lead executives through data deep-dives.

• Ability and desire to cover the range of activities from C-level presentations to hands-on, data deep-dives.

More about our team

Welcome to the Sales Analytics team! We love solving chunky business problems. Our goal: support our business partners and use data-driven approach to accelerate Atlassian's top line growth. We support teams across the “go-to-market” function and we are part of the broader Revenue Operations family here at Atlassian.

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 geograp