Principal Strategist

About the Role The Principal Strategist will shape Atlassian's AI strategy with a focus on consumption-based pricing. Working with the executive sales team and cross-functional stakeholders, you will define long-term direction and design initiatives that unlock growth and value at scale across the Atlassian System of Work.

What You'll Do

• Develop actionable GTM strategies from ideation to design, including internal and market due diligence, utilizing frameworks, and creating scalable options to achieve fiscal year goals and longer-term targets.
• Analyze complex information using qualitative and quantitative methods to inform GTM strategy, especially around consumption-based pricing for AI products, and meet/exceed 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 customers.
• Seamlessly transition from high-level strategy to deep-dive analysis, performing financial and market analyses, and synthesizing a point of view for executive leadership.
• Lead multi-layered stakeholder management with cross-functional engagement, influencing from frontline to C-suite through effective communication and collaboration.
• Build trust and relationships across the organization to marshal resources and support needed to accomplish goals.

What We're Looking For

• 10+ years of experience in general management, corporate development, management consulting/corporate strategy, business development or equivalent.
• A strong track record delivering quantifiable business impact through adoption, retention and engagement strategies, with significant experience driving consumption-based pricing for AI-based SaaS.
• Adept at navigating a P&L, business metrics, and financial statements; awareness of pricing structures (consumption-based), monetization and churn mitigation.
• Proven ability to break down problems, diagnose root causes, and design executable solutions.
• Exceptional critical and creative thinking, including risk evaluation and working in ambiguity.
• Deep analytical and data visualization skills, comfortable with asymmetrical and incomplete information, and making forward progress.
• Ability to work quickly in a fast-paced environment and switch from high-level to detailed perspectives.
• Strong communication, collaboration, and presentation skills with the ability to influence across all levels.
• Leadership qualities, ownership, and a commitment to quality in deliverables.

Nice to Have

• Strong understanding of SaaS business models, particularly consumption-based pricing for AI-based SaaS products.

Compensation & Benefits

• Base pay ranges in the United States: Zone A: $182,700 - $238,525; Zone B: $164,400 - $214,673; Zone C: $151,600 - $197,976. In addition, role may be eligible for benefits, bonuses, commissions, and equity.