Principal Enablement Manager, Sales Methodology

Working at Atlassian
Atlassians 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.
The Principal Enablement Manager, Sales Methodology will lead the implementation of Atlassian's enterprise-wide sales methodology and develop the supporting enablement, coaching programs, tools, and processes to change behaviors. In this role, you will drive consistency in how we sell by embedding the sales methodology into daily selling activities. Success means you will partner closely with Sales and Success Leaders, as well as RevOps Leaders, to make the sales methodology part of Atlassian's enterprise DNA.
This individual contributor position sits in the Revenue Enablement organization and reports to the Head of Sales and Success Skills and Methodology.
Responsibilities

• Lead the rollout and adoption of Atlassian's enterprise-wide sales methodology, including ownership of the end-to-end enablement strategy
• Translate the sales methodology principles into actionable frameworks, processes and playbooks tailored to various sales and success roles
• Align the methodology with sales stages, CRM processes, forecasting models and performance KPIs
• Design, develop and deliver enablement programs, content and certifications that enable sellers and managers to embed the sales methodology and best practices into their sales motion and coaching activities
• Conduct business and performance gap analyses- data, interviews and stakeholder feedback- to inform ongoing enablement, process and tool requirements for methodology adoption
• Build programs that empower front line sales managers to reinforce the methodology through regular coaching, pipeline reviews, and deal strategy sessions
• Serve as a strategic advisor to Sales Leadership on readiness, methodology adoption and team performance
• Define KPIs to measure adoption and impact of sales methodology
• Gather feedback, analyze enablement data and continuously iterate on training and coaching programs for maximum effectiveness
• Drive alignment across the Revenue Enablement team- Onboarding, Instructional Design, Communications, and Operations- to ensure all enablement content and programs align to the sales methodology
• Create detailed project plans for all enablement activities, with clear deliverables and milestones and ensure timely execution

Qualifications

• 10+ years in sales enablement and/or enterprise sales, preferably at a SaaS company
• Proven success leading the implementation of a structured sales methodology and developing the associated enablement programs; experience with MEDDICC ideal
• Deep understanding of solution-based sales cycles, enterprise buying behaviors and and value selling
• Strong enablement skills spanning needs analysis, scoping, instructional design, facilitation and program management
• Adept at translating strategic priorities into actionable enablement roadmaps and initiatives
• Demonstrated systems thinker, balancing strategy development with operational excellence
• Ability to work with ambiguity and achieve goals in a fast-paced and continuously evolving environment
• Excellent communication and stakeholder management skills, with the ability to influence at all levels of the organization
• Proactive, self-directed and results-oriented
• Bachelor's degree, or equivalent, a must

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: $172,900 - $230,500
Zone B: $155,600 - $207,500
Zone C: $143,500 - $191,300
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 .