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.

Senior Quote to Cash (QTC) Business Systems Analyst –

About the Role:
Atlassian is seeking a Senior Quote to Cash (QTC) Business Systems Analyst to join our "Strategic Operations Specialist" team within Revenue Operations. This role is pivotal in supporting and optimizing QTC processes, with a primary focus on quoting, supporting Deal Desk / Enterprise Deal Operations (EDO), and playing a major role in the transformation of our quoting tooling and processes. You will lead and deliver cross-functional projects, drive improvements in productivity, efficiency, and scalability across our sales operations, and act as a key partner to EDO.

Team Mission:
Our team mission is to unify and influence strategic efforts across product teams, sales, and success to reduce costs, enhance productivity, enable thoughtful decision-making, augment scalability, and improve both internal and external customer experiences. We leverage The Atlassian Way of Working to develop systems and processes that address scaling challenges, system limitations, and provide subject matter expertise to decision-makers. You will help drive these efforts within your team and across partner functions, ensuring alignment with business goals and supporting EDO.

Team Vision:
We aim to be thought leaders and trusted advisors, influencing decision-making to launch products our customers love, reduce manual work, and simplify life for sales and support teams while scaling enterprise sales. You will help shape the future of QTC at Atlassian by delivering solutions that enable faster, more accurate, and scalable deal execution for our largest customers, and by mentoring and supporting team members in best practices.

Key Responsibilities:

• Lead and deliver transformation initiatives for quoting tooling and processes, partnering closely with Deal Desk (EDO), Sales Tech, RevOps, and Analytics to implement scalable, future-ready solutions.

• Serve as a business systems analyst supporting Enterprise Deal Operations (EDO), acting as a subject matter expert on quoting workflows, deal desk processes, and related systems, and contributing to the EDO systems roadmap.

• Provide technical and project leadership for cross-functional teams, ensuring alignment on business priorities, managing dependencies, and driving consensus across Sales, Deal Desk, Analytics, Finance, Enablement, Product, Program Management, Commerce, and Sales Technology.

• Own the design, implementation, and continuous improvement of quoting processes and tooling, including CPQ transformation, automation, and integration with Salesforce and other platforms.

• Develop and maintain requirements documentation, SOPs, process flows, DACIs, wireframes, and other assets to support business and program needs, and ensure documentation standards are met.

• Act as a key contributor to the EDO systems roadmap, providing input on prioritization and supporting the delivery of enhancements that reduce deal cycle times, improve data quality, and enable scalable operations.

• Triage and resolve quoting-related issues, collaborating with EDO, Legal, and Sales to ensure smooth deal execution, compliance with approval frameworks, and continuous improvement of concession and approval processes.

• Lead, manage, and continuously improve all aspects of User Acceptance Testing (UAT) for QTC and EDO initiatives, including developing UAT strategies, creating test plans and scripts, coordinating UAT cycles, managing defect triage, and ensuring stakeholder alignment on test outcomes.

• Act as the primary point of contact for UAT activities, facilitating communication between business users, technical teams, and project stakeholders to ensure UAT objectives are met and solutions meet business requirements.

• Establish and enforce UAT best practices, standards, and documentation, and drive adoption of UAT processes across the team and partner functions.

• Train, mentor, and support team members and business users in UAT execution, issue reporting, and test validation, raising the overall quality and effectiveness of UAT efforts.

• Collaborate with Enablement to create and deliver training materials on quoting, contracting, orders, and billing for Sales teams, driving adoption and continuous improvement.

• Work with forecasting and compensation teams to identify and implement optimizations in Sales processes, leveraging data and analytics to drive decision-making.

• Drive continuous improvement initiatives that span your team and partner functions, focusing on measurable results and sustainable change.

Skills and Requirements:

• 6+ years of experience in Sales Operations or Sales Technology with a focus on QTC processes (e.g., quoting, contracting), including experience leading cross-functional projects.

• Demonstrated experience in quoting process transformation, deal desk operations, or enterprise deal execution in a high-growth, enterprise software company.

• Strong expertise implementing or administering CPQ/billing systems, with a focus on quoting workflows, automation, and integrations.

• Extensive experience leading, managing, and executing UAT for complex business systems, including developing UAT strategies, test plans, and scripts, coordinating UAT cycles, and managing defect resolution.

• Proven ability to facilitate UAT sessions, communicate effectively with business and technical stakeholders, and ensure solutions meet acceptance criteria.

• Experience establishing UAT best practices, standards, and documentation, and driving adoption across teams.

• Proven track record in a high-growth, enterprise software company, with measurable impact on team and cross-functional processes.

• Expertise in Direct and Channel sales ecosystems and the full sales cycle, from lead to cash, with the ability to drive improvements across these domains.

• Proficiency in Excel and SQL for analyzing large sets of Sales data, identifying trends, and driving data-driven decisions (lookups, pivots, advanced/nested formulas).

• Strong understanding of software subscription models and cloud software sales models.

• Experience with Salesforce.com platform; Salesforce certification preferred.

• Strong business and technical acumen, with the ability to translate complex business needs into scalable technical requirements and solutions.

• Analytical skills to identify key decisions and assess their long and short-term impacts across teams and functions.

• Excellent stakeholder management skills, with the ability to navigate ambiguity, influence partners, and drive alignment on competing priorities.

• Familiarity with AI technology required; (AI tool projects, prompt engineering, rapidly prototype ideas), experience implementing artificial intelligence tools is a plus.

• Demonstrated ability to mentor and coach others within your team, raising the technical and operational bar.

• Ability to manage competing priorities, triage operational issues, and deliver results in a fast-paced environment.

Join us in our mission to enhance sales operations and become a trusted advisor in launching products that delight our customers and streamline our sales processes.

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: $153,000 - $199,750

Zone B: $137,700 - $179,775

Zone C: $127,800 - $166,850

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.