Overview

Why this role matters

As Head of Cloud Sales Finance, you will be the senior finance leader accountable for the core operating rhythm of Sales Finance: forecasting, planning, performance management, investment trade-offs, and executive decision support. You will partner deeply with Sales, GTM Strategy & Operations, Revenue Accounting, Data Science, Product, and FP&A leaders to improve forecast quality, shape cloud growth strategy, and provide clear narratives on ACV, ARR, billings, revenue, pipeline, renewals, churn, discounting, productivity, and sales capacity. This is a highly visible role for a builder who can run the business rhythm, architect scalable solutions, and lead cross-functional programs that materially improve our operating cadence and revenue performance transparency.

Responsibilities

Scope and level expectations

• Enterprise impact: Own multi-year Cloud Sales Finance outcomes tied to ACV, ARR, billings, revenue, forecast accuracy, sales productivity, and growth efficiency; influence senior executives across Sales, FP&A, RevOps, Product, Data Science, Legal, and Revenue Accounting.
• Sales finance operating leadership: Run the financial rhythm for cloud sales, including annual planning, quarterly/monthly forecasting, pipeline and renewal reviews, close variance analysis, quota/capacity insights, investment trade-offs, and performance reporting.
• Thought leadership: Define the reference architecture for cloud sales forecasting and ACV measurement; set standards, policies, KPI definitions, and operating mechanisms adopted across GTM and Finance.
• Business transformation: Lead targeted cross-functional programs that simplify processes, improve data quality, automate reporting, and create durable governance, risk controls, and benefit realization as part of the broader Cloud Sales Finance mandate.
• People leadership: Build, manage, and develop a high-performing Sales Finance team; mentor senior managers and high-potential talent while creating a culture of analytical rigor, business partnership, and bias to action.

Key responsibilities
1) Cloud sales forecast

Lead and improve our cloud ACV, ARR, billings, and revenue forecasting framework using clear data and driver-based models with a consistent view of pipeline creation, conversion, renewals, expansion, contraction, churn, pricing, discounting, and term mix. Manage weekly and monthly performance tracking, forecast calls, and executive readouts that surface risks and upside early and translate them into operating actions.
2) Forecast process improvements - speed, accuracy, and accountability:

Partner with Finance systems, GTM Operations, Data Science, and Controllers to enhance quarterly and monthly forecasting, planning, and close processes to drive efficiency, accuracy, and accountability. Establish a driver library covering pipeline conversion, renewal rates, expansion, pricing, discounting, sales capacity, productivity, and churn so assumptions are transparent and auditable.
3) Sales Finance partnership - planning, performance, and decision support

Serve as the primary finance partner to Cloud Sales leadership on the operating plan, in-quarter performance, long-range planning, quota and capacity decisions, headcount and productivity, territory and segment investment, and ROI of GTM initiatives. Own performance frameworks and dashboards across the customer lifecycle; standardize definitions for Net New, Expansion, Renewal, Contraction, and Churn to ensure consistent reporting and accountability. Provide actionable analytics on pipeline health, coverage, conversion, logo and dollar retention, GRR/NRR bridges, discount trends, sales productivity, and P*Q drivers linked to ACV outcomes. Collaborate with Sales and Customer Success leaders on pipeline generation, renewal execution, pricing/packaging implications, and investment shifts.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

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

Pay Ranges

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: $200,700 - $262,025

Zone B: $180,630 - $235,823

Zone C: $166,581 - $217,481

Qualifications

Qualifications

• 10+ years in Finance, with deep FP&A, Sales Finance, Revenue Finance, or RevOps experience supporting senior GTM leaders in technology or SaaS.
• Strong financial modeling skills and fluency in ACV/ARR metrics, bookings-billings-revenue mechanics, pipeline-to-billings conversion, renewal/churn analytics, cohort analysis, pricing, discounting, and revenue recognition guardrails.
• Proven success designing and operating driver-based models, planning cadences, forecast processes, and performance management routines that improve accuracy and business accountability.
• Demonstrated ability to translate complex data into clear, concise narratives for monthly and quarterly business reviews, executive staff meetings, board materials, and cross-functional decision forums.
• Experience leading and managing cross-functional partners, influencing senior Sales and GTM leaders, and balancing strategic judgment with a willingness to roll up sleeves and build.
• Strong critical thinking, organizational, interpersonal, communication, and collaboration skills; thrives in a dynamic, rapidly changing environment with ambiguity and large volumes of data.
• People leadership experience, including building, coaching, and managing a high-performing team.

Benefits & Perks

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