Head of Sales Compensation

Working at Atlassian
As the Head of Compensation, you will work with our Atlassian Enterprise Sales leaders and our CRO to ensure there is direct alignment of Sales strategy to our compensation incentives
This highly visible role is a hybrid of traditional jobs in Sales operations, compensation, and strategic planning. The ideal candidate should be familiar with SaaS go-to-market framework in order to align incentives with the responsibilities of different customer facing roles. Develop a comprehensive framework to assess our GTM strategy and effectiveness of our coverage model. Experience engaging with high level executives is important as this role regularly communicates with C-level executives and GMs.
Do you love working with Sales? Are you highly analytical and can confidently lead insight generation? If so, continue reading.

• Compensation Strategy & Design: Develop and maintain pre and post sales compensation structures that align with company growth objectives, market trends, and industry best practices
• Plan Development & Implementation: Design, model, and roll out incentive compensation plans that drive desired behaviors, ensuring alignment with business goals and financial constraints
• Stakeholder Management: Partner closely with Sales, Finance, HR, and Strategy teams to ensure incentive plans are effective, competitive, and well-communicated
• Performance Analysis & Optimization: Monitor plan effectiveness, analyze compensation-related performance metrics, and recommend adjustments to optimize motivation and revenue outcomes
• Governance & Compliance: Ensure all compensation structures adhere to legal, financial, and compliance standards while maintaining fairness and transparency.
• Operational Excellence: Oversee compensation administration, including quota setting, payouts, policies and dispute resolution, ensuring accuracy and efficiency
• Market Benchmarking & Competitive Analysis: Partner with the HR compensation team to continuously evaluate market trends, benchmark compensation plans, and ensure competitiveness in attracting and retaining top GTM talent.
• Technology & Automation: Leverage compensation tools and automation to streamline processes, improve transparency, and enhance reporting capabilities.

• Minimum +12 years of ever-increasing responsibility in Sales Compensation within a B2B (ideally SaaS) company
• +5 years experience leading a team: hiring, developing, and managing team members

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: $198,800 - $265,100
Zone B: $178,900 - $238,600
Zone C: $165,000 - $220,000
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.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
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 .