Head of Pre-Sales Operations

Join to apply for the Head of Pre-Sales Operations role at AtlassianJoin to apply for the Head of Pre-Sales Operations role at AtlassianGet AI-powered advice on this job and more exclusive features.OverviewAt Atlassian, we are on a mission to reinvent B2B selling. We have built a fast-growing, multi-billion business by focusing relentlessly on building products that delight our customers and removing friction to drive sales and adoption.OverviewAt Atlassian, we are on a mission to reinvent B2B selling. We have built a fast-growing, multi-billion business by focusing relentlessly on building products that delight our customers and removing friction to drive sales and adoption.Do you enjoy working in a fast-paced environment, look to solve challenging problems and are motivated to implement innovative ways to do things better? You'll thrive if you are highly organized, driven, a self-starter, analytical and have a strong attention to detail. If so, continue reading.This highly visible role will be a strategic partner to Sales Leadership, helping us deliver in period performance and scale for tomorrow. This role will oversee critical pillars of our Sales Field Ops function, partnering closely with the CRO, as well as Sales, Finance, Analytics and Sales Technology leadership to drive operational excellence and accelerate revenue growth. The ideal candidate will thrive in a high-growth, collaborative environment, blend operational rigor with a deep understanding of enterprise SaaS go-to-market motions, and bridge from business intelligence analyst up to the C-suite.Working at AtlassianAtlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.ResponsibilitiesField Partnership & Insights Serve as trusted partner for Sales leadership, helping drive revenue performance, operational rigor, and strategic insights to power accelerated performance.Forecasting & Pipeline Management Develop, own, and continuously improve our global in-quarter sales forecasting process, partnering with regional sales leaders to drive accountability and predictability.Territory, Quota, and Capacity Planning Lead annual territory and quota design cycles, ensuring equitable coverage, alignment to strategic priorities, and support for scalable growth.Sales Process Design & Optimization Drive consistency and effectiveness of sales processes across regions and segments; identify areas of friction and lead initiatives to improve rep productivity and funnel metrics.Sales Excellence Evangelism Partner with Sales Enablement and Systems teams to assess, implement, and optimize Sales processes, people and technology to deliver revenue growthTeam Leadership Build, lead, and develop a high-performing global Sales Operations team, fostering a culture of collaboration, entrepreneurship and consistency.QualificationsQualifications20+ years of experience in Sales Operations or Revenue Operations, with 5+ years in a leadership capacityProven success supporting large, global B2B SaaS sales teams across all segments (e.g., SMB, MM, Enterprise)Deep expertise in sales planning, forecasting, analytics, and process designStrong business acumen and executive presence, with the ability to influence cross-functional stakeholders and executive leadershipExperience managing or partnering closely with systems and data teamsPassion for people leadership, coaching, and developing future leadersProficiency with SQL, Salesforce, Clari, Tableau, Excel, and other GTM toolsPreferred QualificationsExperience operating in a public company or pre-IPO scale-up environmentMBA or relevant advanced degreeFamiliarity with MEDPICC, Challenger, or other enterprise sales methodologiesCompensationAt 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: $207,900 - $271,425Zone B: $187,200 - $244,400Zone C: $172,800 - $225,600This role may also be eligible for benefits, bonuses, commissions, and equity.Please visit /payzones 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.Benefits & PerksAtlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit /perksandbenefits .About AtlassianAt Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.To learn more about our culture and hiring process, visit /crh .Seniority levelSeniority levelMid-Senior levelEmployment typeEmployment typeFull-timeJob functionJob functionSales and Business DevelopmentIndustriesSoftware DevelopmentReferrals increase your chances of interviewing at Atlassian by 2xSign in to set job alerts for “Head of Sales Operations” roles.San Francisco, CA $180,000.00-$210,000.00 6 days agoSan Francisco, CA $160,000.00-$190,000.00 2 weeks agoAlameda, CA $130,000.00-$165,000.00 1 month agoSan Francisco, CA $285,000.00-$320,000.00 5 days agoRedwood City, CA $285,000.00-$320,000.00 5 days agoSan Francisco, CA $350,000.00-$450,000.00 9 months agoHead of Enterprise Revenue & Go-To-MarketSan Francisco, CA $225,000.00-$250,000.00 7 months agoSan Francisco, CA $300,000.00-$340,000.00 2 months agoSan Francisco, CA $145,000.00-$175,000.00 7 months agoRegional Director, Academic Partnerships (K12)San Francisco, CA $135,000.00-$145,000.00 2 weeks agoDirector of Sales, HTS Media (100% Remote - USA)San Francisco, CA $300,000.00-$450,000.00 3 days agoSan Francisco, CA $210,000.00-$230,000.00 6 days agoDirector of Sales - North America (Central US)San Mateo, CA $180,000.00-$210,000.00 3 months agoSan Francisco, CA $200,000.00-$250,000.00 1 month agoDirector of Sales and Partnerships - LuceniaSan Francisco, CA $150,000.00-$200,000.00 5 days agoSan Francisco, CA $150,000.00-$250,000.00 4 days agoSan Francisco, CA $120,000.00-$250,000.00 5 months agoSan Francisco, CA $160,000.00-$200,000.00 2 months agoModality Manager - Chromatography Resin (Sales Leadership opportunity)South San Francisco, CA $85,000.00-$200,000.00 3 weeks agoSan Francisco, CA $145,000.00-$175,000.00 3 days agoWe’re unlocking community knowledge in a new way. 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Created: 2025-09-17