[Hiring] Global Pipegen Lead @Atlassian

Role Description

The Global Pipegen Lead reports into the Head of Partner GTM Ops and owns the pipegen playbook and framework for the partner motion. This motion is built upon the Field Strategy to ensure field and geo teams can execute, closing the strategy-to-execution gap, and making partner pipeline generation repeatable.

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
• 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.

The role inventories what works today across partner and sales business, designs scalable tactics, and orchestrates an integrated pipegen plan that connects marketing, field, and geo plans to global sourcing targets. It operates at a leadership level, partners across the business, and designs and inspects the motion. This role will establish a reliable read on whether the pipegen framework is delivering - analyzing pipegen data to find where the framework needs to improve, and reporting progress and gaps to leadership.

Responsibilities

• Own the global framework and playbook for partner pipeline generation, establishing a scalable and repeatable partner motion that enables the field to execute.
• Iteratively refine the framework based on field feedback and performance.
• Address the strategy-to-execution gap identified by P&A leadership by designing run-ready partner plays.
• Develop essential field-ready assets in collaboration with Enablement.
• Coordinate resources around integrated pipeline plans.

What this person is responsible for:

• The framework — a documented playbook, repeatable model for sourcing and teaming pipeline, not one-off campaigns at a leadership level.
• 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.
• 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.

Qualifications

• Proven sales background with experience in pipeline generation.
• Track record of building, scaling, and improving pipeline-generation motions.
• Deep understanding of sales motion, including ASP, win rates, and MQL-to-pipeline conversion.

Requirements

• Experience in designing and implementing high-quality pipegen frameworks.
• Ability to analyze performance data to identify gaps and drive iteration.
• Strong collaboration skills with various teams including Marketing and Solution Success.

Benefits

• Wide range of perks and benefits designed to support you and your family.
• Health and wellbeing resources.
• Paid volunteer days.

Company Description

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.