GTM Strategy & Planning Lead

Job title: GTM Strategy & Planning Lead

About the Role We’re hiring a high-impact GTM Strategy & Planning Lead to shape and drive the go-to-market strategy for Atlassian’s Emerging Solutions - Strategy Collection and Product Collection. As a core member of the Sales & Success Portfolio Strategy team, you’ll partner with Sales leadership, Product, Marketing, Channel, and Customer Success to define strategy, uncover growth opportunities, and drive cross-functional execution across direct and partner-led motions.

What You'll Do

• Develop and execute the GTM strategy for Atlassian’s Emerging Solutions - Strategy Collection and Product Collection across segments, regions, and routes to market.
• Identify whitespace and growth levers across the customer lifecycle: land, adopt, expand, and renew.
• Launch sales plays and campaigns in partnership with Sales, Channel, and Marketing leaders.
• Drive key Collection programs impacting Bookings, Pipeline, Capacity, Scaling, VoC.
• Develop and Convey Market and Competitive Insights.
• Utilize AI to develop scalable solutions, insights and recommendations.
• Build dashboards and models to track sales performance, partner contribution, pipeline coverage, and attach rates.
• Independently run quantitative analyses using SQL, Tableau, Excel, and AtlassianBI tools.
• Synthesize insights into recommendations that drive revenue growth and execution improvements.
• Collaborate across Direct Sales, Product, Marketing, and Customer Success to drive aligned execution.
• Co-design partner-specific motions to accelerate reach and adoption of the Collection(s) through partners, resellers and solution partners.
• Work with Sales Operations and Enablement to elevate key strategic decisions and pivots.
• Lead annual planning for the Collection(s) from a Sales perspective: goal setting, segmentation, quota, and resource allocation.
• Contribute to executive updates and CRO staff reviews with strategy inputs and performance insights.

What We're Looking For

• 6-12 years of experience in strategy consulting, GTM strategy, or business operations roles in tech/SaaS.
• Proven ability to run independent analysis using SQL, Excel, and Tableau/Looker.
• Experience working with or designing for channel/partner motions in a SaaS GTM context.
• Deep understanding of GTM fundamentals across sales, success, and channel ecosystems.
• Strong cross-functional influence, able to align stakeholders from product to partners.
• Clear business thinker who can connect insights to decisions and drive action.

Nice to Have

• Prior exposure to partner-led GTM strategy or channel optimization.
• Familiarity with Atlassian’s product portfolio or competing platforms (Planview, ServiceNow SPM, Apptio).
• MBA or equivalent strategic training a plus.
• Experience in AI is a major plus - both in AI-driven sales initiatives, as well as experience in scaling and monetizing AI-based solutions.

Compensation & Benefits

• Base pay ranges in the United States (new hires): Zone A: $178,200 - $232,650; Zone B: $161,100 - $210,325; Zone C: $148,500 - $193,875.
• This role may be eligible for benefits, bonuses, commissions, and equity.
• Atlassian offers health and wellbeing resources, paid volunteer days, and a broad set of perks.