Sales GTM Strategy Manager


Location: San Francisco, California

Job Type: Full time

Last updated

The most difficult thing is the decision to act, the rest is merely tenacity.
- Amelia Earhart

Working at Atlassian

Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or return to an office as they reopen (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

At Atlassian, we are on a mission to reinvent B2B selling! We know that classic high-pressure B2B sales tactics don't work anymore. We've built a billion dollar, fast-growing business without those tactics, based on high-quality products, free trials and a focus on customer satisfaction. Those happy Customers convert to paying customers, crafting a prolific "Flywheel" that has delivered over 250,000 customers to date. We believe more proactively engaging our customers through targeted, outbound touchpoints will lead to higher conversions and recurring revenue. This role will own business design and sales strategy for our high-touch selling motion focused on our Work Management for All platform.

The Sales GTM Strategy Manager role is a senior-level individual contributor at Atlassian. Work closely with our Sales teams, you will represent sales go-to-market (GTM) cross-functionally with partners from Marketing, Customer Support & Success, Product, Strategy & Business Operations, Buyer Experience and Finance. Wearing multiple hats (business process designer, product manager, customer champion, operations specialist, cross-functional facilitator) you'll build out and refine a best-in-class high-touch GTM motion across various levels of customer segments.

The ideal candidate should be familiar with the following: B2B SaaS go-to-market framework, the value proposition of agile business transformation, customer-centric design, and fact-based business cases to inspire change.

What we want to get done:

  • Serve as a trusted advisor to leadership and facilitate alignment across internal partners to grow and scale the Work Management For All business
  • Nurture development and adoption of sales motions and plays
  • Evaluate business design for Work Management For All, develop prioritized recommendations and drive consensus from key partners to improve business processes, technology, and human capital capabilities
  • Establish metrics and benchmarks to track improvements based on Sales and company-wide Objectives & Key Results (OKRs)

Required Skills

  • Minimum 7 years in Strategy Consulting and/or Business Operations and/or Product Management, ideally within a high-growth technology company
  • Experience in a Program Management or Senior Project Management role with experience leading Enterprise-level projects
  • Excellent business knowledge. You have a strong understanding of B2B sales GTM strategies and operations, and can contribute to our roadmap planning discussions with executive leadership
  • Metrics-driven. You use data to frame, advise, and guide prioritizing and making decisions
  • Problem solving pro. You can take complex problems, drill down into root causes, and make simple, impactful solutions. This will require you to think strategically but dive into details when needed.
  • Thoughtful Storyteller. You use the principles of storytelling to craft messaging that resonates
  • Strong influencing skills
  • Experience working in an agile, constantly evolving environment

Our perks & benefits

To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.

About Atlassian

The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we're motivated by a common goal: to unleash the potential of every team.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

To learn more about our culture and hiring process, explore our Candidate Resource Hub.
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