Note: The job is a remote job and is open to candidates in USA. Atlassian is hiring a Program Manager to own the global framework and playbook for partner pipeline generation. The role translates field strategy into repeatable partner plays, coordinates integrated plans across teams, and analyzes performance to improve execution and report progress to leadership.
Responsibilities
- The framework — a documented playbook, repeatable model for sourcing and teaming pipeline, not one-off campaigns at a leadership levels. Gain leadership approval on the pipegen framework and drive and land the adoption of the framework and its instrumentation across the business
- Pipeline-generation activities/tactics — Design tactics, plays, and activities for each partner type; identify required tools and resources by segment, geo, and timeframe, and establish why
- The integrated plan — an orchestrated pipegen playbook that ties to global annual sourcing targets. The outcome is that the plan lands in the field, fully optimizing field execution for maximum PipeGen impact
- Weekly Framework feedback loop and reporting — in partnership with the Head of FPO, provide leadership with a reliable weekly read on the pipegen activities' progress and gaps: whether we’re pacing to sourcing targets, what’s working and what isn’t, and where the risks are. This role should review the FPO health metrics and analysis for how tactics are performing and need to be changed
Skills
- This role requires a proven sales background—ideally someone who has operated close to the field—and a track record of building, scaling, and improving pipeline-generation motions
- The person must have seen and applied what a high-quality pipegen framework looks like in practice, not just designed one on paper: translating strategy into executable plays, defining the right inputs and inspection points, and using performance data to identify gaps and drive iteration
- They should be able to design and propose net-new pipeline initiatives as needed, with a deep understanding of the sales motion, including ASP, win rates, and MQL-to-pipeline conversion
- 8+ years of experience in Sales, Sales Operations, or Partner GTM, with a strong background in operating close to the field
- You have a deep understanding of the sales motion, including ASP, win rates, and MQL-to-pipeline conversion
- A track record of building, scaling, and improving pipeline-generation motions in a B2B SaaS environment
- Demonstrated ability to translate high-level strategy into executable plays and documented playbooks that field teams can easily adopt and localize
- Proficiency in using performance data and health metrics to identify execution gaps, drive iteration, and provide reliable reporting to executive leadership
- Experience orchestrating integrated plans across Marketing, Sales Strategy, and Enablement teams to align global sourcing targets with regional execution
- Experience specifically within a partner-led or channel-motion GTM strategy, understanding the nuances of different partner types and incentives
- Proven ability to drive adoption of new frameworks and tools across a distributed, global organization
- Experience establishing governance models, RACI frameworks, and feedback loops that ensure long-term scalability of sales tactics
Benefits
- Atlassians can choose where they work – whether in an office, from home, or a combination of the two.
- This role may also be eligible for benefits, bonuses, commissions, and equity.
- Health and wellbeing resources
- Paid volunteer days
Company Overview
Company H1B Sponsorship