Principal Analyst, Sales Strategy & Operations - EMEA Sales

About the role

Atlassian is hiring a Principal Analyst for Sales Strategy & Operations covering EMEA Sales, as a remote position open to candidates based in the UK. The role is a strategic partner to Senior Sales leadership, helping deliver in-period performance and build the operational foundation for scalable growth. It works closely with sales leadership and Revenue Operations teams to drive operational rigor, forecasting discipline and data-driven decisions, bridging business intelligence analyst work up to the C-suite.

Key responsibilities

• Serve as an operational partner to sales leaders in high-touch EMEA businesses, driving revenue performance, operational rigor and strategic insights.
• Improve forecasting and pipeline generation and management, partnering with regional team leaders to raise accountability, predictability and forecast accuracy.
• Support annual planning for EMEA sales teams, including territory design, target splits, headcount planning and capacity modelling, and support field leaders with headcount management in line with policy and governance.
• Drive adoption of franchised sales practices, identify workflow friction and lead improvements to field productivity, engagement tracking and funnel metrics, including opportunities for AI and automation.
• Partner with Central Operations, Analytics, Systems and Sales Enablement to standardise and optimise sales processes, people and technology, support QBR preparation, compensation tracking, performance reporting and change management.

Required profile

• 7+ years of experience in Sales Operations or Revenue Operations.
• Proven success supporting velocity B2B Sales Operations.
• Strong business acumen and executive presence, able to influence cross-functional stakeholders and executive leadership.
• Experience managing or partnering closely with systems and data teams.
• English language proficiency, written and verbal.

Required skills

• Sales planning, forecasting, analytics and process design.
• Proficiency with Salesforce, Tableau, Google Sheets and other GTM tools.
• Familiarity with MEDPICC, Challenger or other enterprise sales methodologies.

What we offer

• Remote work with flexibility to choose office, home or a mix.
• Possible eligibility for benefits, bonuses, commissions and equity.
• Health and wellbeing resources and paid volunteer days.