Sales Compensation Strategy & Design Sr. Manager
Working at Atlassian
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We are hiring a high-impact Sales Compensation Strategy & Design Sr. Manager to drive strategic initiatives that modernize and scale our Sales Compensation plans. This role will drive the design and execution of Sales Compensation plans, Incentives, SPIFFs and other commission programs across field sales, account managers, solution sales, sales engineers, SDRs and all other Sales roles, ensuring we evolve our model to meet Atlassian's ambitious growth and customer impact goals.
This is a mix of strategic, analytical and execution-focused role for someone who combines strategy consulting toolkit with hands-on SaaS industry experience - and thrives in fast-paced, cross-functional environments. You will collaborate across Sales, Strategy, Sales Ops, Finance, HR, Enablement, Product, and RevOps to re-architect how we land, expand, and retain across our portfolio.
Responsibilities
Sales & Success Transformation
- Drive Sales & Success strategic deliverables via end-to-end design and rollout of Sales commission & incentive programs across field sales, account managers, solution sales, sales engineers, SDRs and all other Sales roles
- Design energizing incentive models across SaaS commercial models including Subscription / Consumption / Usage based / Commit To Consume et al
- Support the evolution of customer engagement models (e.g., field vs. digital, sales vs. success ownership, partner-led scale)
- Partner with stakeholders to evolve compensation models and GTM plays aligned with customer journey stages.
Data-Driven Strategy & Execution
- Analyze market benchmarking, industry best practices coupled with sales comp plan performance metrics to identify opportunities and best practice solutions. Synthesize insights into recommendations that drive revenue growth and execution improvements.
- Develop incentive programs (including SPIFFs) and track current sales comp pay models, success metrics, and business cases to support change decisions.
- Collaborate with Executive Leadership, Sales Strategy, Sales Ops, and Finance to forecast impact, align incentives, and ensure scalable execution.
Cross-Functional Leadership
- Drive alignment across Systems, Operations, Finance, Enablement teams to ensure transformation programs land effectively.
- Coordinate stakeholder input across segments and geographies, managing dependencies and adoption risk.
- Coach & mentor Comp Execution team to streamline and deliver best-in-class Sales experience.
- Develop enablement materials and drive sales readiness for new compensation plans, including communication strategy, training content, and rollout support.
Qualifications
- 6-9 years across sales compensation in SaaS industry with dedicated experience in Comp plan strategy & design
- Proven success with Sales Comp transformation at Enterprise Scale, especially in designing models for Consumption / Usage based initiatives.
- High analytical fluency in interpreting Comp metrics, trends and benchmarks
- Strong communication skills with the ability to synthesize complexity into executive-ready narratives.
- Demonstrated ability to influence across functions and lead without formal authority in matrixed orgs.
- Experience with Sales Comp execution, administration and Comp tools.
Compensation
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: USD $180,900 - USD $236,175
Zone B: USD $162,900 - USD $212,675
Zone C: USD $150,300 - USD $196,225
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/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 & Perks
Atlassian 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 go.atlassian.com/perksandbenefits.
About Atlassian
At 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 go.atlassian.com/crh.