Principal Strategist, AI Sales Strategy, Consumption Pricing at Atlassian

Principal Strategist, AI Sales Strategy, Consumption Pricing

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.

This team develops pragmatic, customer-centric GTM strategies that are responsive to changing market dynamics and drive sustainable, profitable growth. Dedicated to continuous improvement, we harness the power of data-driven insights to uncover growth opportunities while continually optimizing our sales process and empowering our GTM teams to build rich customer experiences and increase market share. This results in effective strategies to drive decisions on what we do and don't do to provide a sustainable, monetizable advantage in the market. We measure success by the positive impact on our profitability, market share, and customer delight.

Atlassian is seeking a Principal Strategist to develop our AI strategy, with a particular focus on developing our approach to consumption based pricing. Using qualitative and quantitative methods, this role will evaluate opportunities and design initiatives that fuel P&L growth from adoption, engagement and retention of our suite of Enterprise solutions. This work will be pivotal to delivering value and delight at scale to our customers and across Atlassian, while creating outcomes that unlock the Atlassian System of Work.

We are looking for a highly-capable individual contributor who will partner closely with the executive sales team and stakeholders across the organization to define critical strategy that will help set the long-term direction of the business. This individual should thrive in a fast-paced environment, evaluate challenges from multiple angles to cogently structure a plan of action, and be able to operate independently. A strong understanding of SaaS business models, and, in particular, of consumption based pricing across AI-based SaaS products, is ideal.

What You'll Do

• Develop actionable GTM strategies from ideation to design, which includes conducting internal and market due diligence, utilizing relevant frameworks, and creating scalable options to achieve our fiscal year goals, and our longer term performance targets.
• Analyze complex information using qualitative and quantitative methods to inform and drive our GTM strategy, particularly as it relates to consumption based pricing for our AI products, and meet/exceed our revenue targets.
• Proactively identify opportunities and champion novel approaches with a willingness to test and iterate new ideas to solve complex problems that positively impact Atlassian and our customers.
• Seamlessly transition from high-altitude to diving deep into details to uncover insights, perform financial and market analysis, and synthesize a point of view to make recommendations to executive leadership.
• Lead multi-layered stakeholder management with significant cross-functional engagement.
• Influence across all levels from the front lines to C-suite through effective communication and collaboration.
• Create trust and build relationships throughout the organization to marshal cross-functional support and resources needed to accomplish your goals.

Qualifications

• Have 10+ years of experience of a combination of general management, corporate development, management consulting / corporate strategy, business development or an equivalent field.
• A strong track record of delivering quantifiable business impact derived from developing actionable adoption, retention and engagement strategies, with significant experience driving consumption based pricing strategies for AI-based SaaS products.
• Adept at navigating a P&L, business metrics and financial statements; awareness of pricing structures (particularly consumption-based), monetization and churn mitigation strategies.
• Experienced at breaking down problems, diagnosing the root causes, and creating realistic solutions that can be executed across the organization.
• Exceptional critical and creative thinking skills including evaluating risks and contingencies, developing structure in ambiguity, connecting the dots and flexibility in accepting new ideas or pivoting.
• Deep analytical and data visualization skills from consuming significant information with the ability to determine the salient components needed for analysis and insights. Likewise, comfort with operating with asymmetrical and incomplete information, adapting and making forward progress.
• Ability to work quickly in a fast-paced environment while seamlessly transitioning from high-level to a detailed view.
• Effective at influencing across the levels from the front lines to the C-suite through strong communication, collaboration and presentation skills. You set the bar in terms of communication effectiveness from bringing teams, peers and leadership along on the journey.
• Demonstrate leadership qualities throughout your work taking ownership of challenges, supporting your colleagues and setting the standard for quality in your deliverables.