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Manager, Sales Process and Systems



Sales & Business Development
Austin, TX, USA · Remote
Posted on Friday, June 14, 2024

Manager, Sales Process and Systems

Enterprise Business Services | Austin, United States | Remote, Remote | Full-Time

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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 have built a billion dollar, fast-growing business without any of those tactics, based on high-quality products, free trials and an intense focus on customer satisfaction. Those happy customers convert to paying customers, creating a prolific "Flywheel" that has delivered 200,000+ customers to date. We believe that there is an opportunity to continue to improve and evolve this model with value-added engagements throughout the customer lifecycle, that will improve customer experiences, leading to higher conversions, accelerated expansion, and improved retention rates.

The Sales Process and Systems Manager is a proven leader with deep expertise in quote-to-cash process in large SAAS companies. In this role you will manage a team of business analysts who work closely with Sales stakeholders including Customer Advocate teams, Partner teams and Enterprise sales to collect and prioritize requirements and enhancement requests, identify improvement opportunities, document business requirements, and partner closely with IT teams to support the delivery of our e-commerce transformations.

We are looking for a strong leader with a proven track record of process design, system deployment, and from running day-to-day operations to executing on large-scale projects. At Atlassian, you will work with key stakeholders and management from across the Sales Organization and other cross-functional teams such as Finance, Legal and R&D to implement solutions composed of business processes, systems infrastructure and/or shared services execution.


At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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: $150,300 - $200,400

Zone B: $135,300 - $180,400

Zone C: $124,800 - $166,400

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

Please visit 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.

  • Be a hands-on manager and coach to a small but mighty team of Business Process Analysts that are responsible for the day-to-day execution of Atlassian’s QTC transformation including writing business requirements, conducting QA testing and working with readiness teams to operationalize changes.

  • Study and learn the end to end QTC processes employed by our different advocate teams teams. This is a unique organization with a hybrid profile spanning customer support, customer success, pre-sales and post-sales support.

  • Work with Sales stakeholders to understand customer, partner and advocate pain points and identify opportunities for improvement.

  • Serve as a point of contact and subject matter expert on our QTC systems, processes and policies for external organizations, including presenting the team’s needs in enterprise projects

  • Partner closely with our IT teams to drive the roadmap and development of our QTC tooling enhancements

  • Support the roll-out of new product and pricing offerings across the Atlassian portfolio

  • Work closely with leaders across Revenue Operations to define dependancies and build out cross-team execution plans

  • Minimum 5 years of experience in Sales Operations or quote-to-cash teams within a high-growth, enterprise software company

  • Experience with quote-to-cash (QTC) processes and systems, including quoting, order management, contracts, e-signature and fulfillment processes

  • Experience in business analysis, evaluating processes, writing requirements, uncovering areas for improvement and developing and implementing solutions.

  • Leadership experience, including directly managing and growing a team

  • Experience working within large programs, solving problems and collaborating with cross-functional teams across multiple time zones

  • Strong operational skills, with the ability to balance project and support needs

  • Data-centric and analytical, with a fine attention to detail, but you can also see the bigger picture

  • Excellent business acumen. You are familiar with traditional B2B sales environments. You engage confidently with people ranging from front-line staff to executive management. You are able to identify assumptions made by business stakeholders about needs and solution approaches, then develop and execute methods to validate them.

  • You have a natural talent for solution design. You strive to keep processes as simple as possible while delivering key business objectives.

  • Strong interpersonal skills with the ability to work/influence across organizational and subject matter boundaries, especially between business and IT teams. You also are sufficiently versed in IT to negotiate scope and assess basic levels of efforts required for implementation.

  • Experience rolling out significant programs within a sales or quote-to-cash organization, from project justification (ROI) to requirements gathering, solution design, cross-functional execution to launch and change management.

  • Flexible and adaptable to changing priorities with exceptional organization and time management skills.

  • You are a team player at heart and have a get $#!t done mentality