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Channel GTM Strategy & Operations Lead



San Francisco, CA, USA · Remote
Posted on Friday, June 28, 2024

Channel GTM Strategy & Operations Lead

Sales | San Francisco, United States | Remote, Remote | Full-Time

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The Channel GTM Strategy & Operations Lead is a change agent with a proven track record of driving complex projects across x-functional teams. At Atlassian, you will work closely with our channel, sales and operational teams to identify strategic initiatives, prioritize work and create an integrated project roadmap across the channel & field organization. You are excited about new challenges and understand how to drive initiatives to an on-time delivery. You will be wearing multiple hats as you help set strategic priorities and align teams through a best practice framework for project delivery. You will also don your project management hat, as you step in to drive initiatives, both big and small, that need your special expertise or just a helping hand to get them over the finish line.


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: $163,100 - $217,500

Zone B: $146,800 - $195,700

Zone C: $135,400 - $180,500

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.

  • Drive strategic initiatives across a dynamic team of Atlassian sellers, partners and operational support teams to deliver key results. These my be Enterprise-wide transformation initiatives impacting the whole company, or tactical initiatives that require your skillset to get them done

  • Craft a framework for managing a portfolio of strategic initiatives and prioritizing deliverables across the sales, channel, and operations teams

  • Be at the forefront of growth, deriving investment strategy and company alignment to ensure channel GTM initiatives are on track to deliver quarterly and yearly OKRs

  • Keeping a pulse on the business, you will regularly prepare and present business reviews to senior leadership, communicate initiative progress and dependencies, and provide recommendations to accelerate results earning the trust and support of executive stakeholders

  • Drive alignment across the Field organization and other departments through clear communication and change management practices. Ensure stakeholders are properly engaged at the right stages in the project lifecycle. Manage cross-functional and cross-geo collaboration - our teams span the globe, and so do our projects.

  • Minimum 7 years in Strategy Consulting and/or Sales/Business Operations, ideally within a high-growth technology company.

  • Minimum 10 years of experience in a Program Management or Senior Project Management role, with experience leading Enterprise-level projects.

  • Proficiency in the Atlassian project management & collaboration stack, and comfortable leveraging technology to bridge the geo divide.

  • Experience working with a variety of SDLC methodologies, and the ability to determine the best fit for your projects.

  • Excellent business acumen. You have a solid understanding of B2B sales GTM strategies and operations, and have something to contribute in our roadmap planning discussions with executive leadership and key stakeholders.

  • Metrics-driven. You use data to frame, inform and guide the prioritization and decision making process, to manage the health of your programs through delivery, and to assess the success and impact once you are done. This may include ROI analysis, capacity planning and budgeting, TCO analysis, revenue modeling and more.

  • An ability to think strategically but dive into details when needed.

  • Atlassian is a dynamic, fast-paced company, so adaptability and flexibility are a must.

  • Strong influencing skills. As an individual contributor, you will rely on lots of other people to help define the plan and get it executed.

  • Excellent communication skills and executive presence