Principal Analyst, Sales Strategy & Operations - Public Sector Sales

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 Public Sector Account Executive (AE) teams, partnering closely with the applicable leaders and other teams 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.

This role will serve as a key operational partner to our Senior Sales leadership, helping deliver in-period performance and build the operational foundation for scalable growth. You will partner closely with sales leadership and across Revenue Operations teams to drive operational rigor, forecasting discipline, and data-driven decision-making. 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 senior leadership.

• Field partnership & insights Serve as trusted operational partner for Sales leaders in our high touch businesses in global Public Sector, helping drive revenue performance, operational rigor, and strategic insights to power accelerated performance.

• Forecasting & pipeline management Assist Sales to continuously improve their sales 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 Public Sector sales teams, including territory design, target splits, headcount planning, and capacity modeling. 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 & optimization 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, standardize, implement, and optimize Sales processes, people and technology to deliver revenue growth. Support QBR preparation, compensation tracking, performance reporting, rhythm-of-business cadences for the sales organization and change management with new processes and tools.

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.

In The Americas, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $152,100 - $198,575

Zone B: $136,890 - $178,718

Zone C: $126,243 - $164,817

• 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)

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

• MBA or relevant advanced degree or relevant experience

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

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.