Finance Director, Sales Finance And Strategy

Overview

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.

Why this role matters

We are modernizing Sales Finance to deliver faster, sharper, and more action-oriented insights that drive growth and capital efficiency. As a Finance Director, you will be the senior leader accountable for transforming our Revenue forecast framework, uplifting end-to-end forecasting processes, shaping new sales entity strategies, and partnering with GTM leaders to evaluate ACV holistically across Net New, Renewal, and Churn. You will set the vision, architect scalable solutions, and lead cross-functional programs that materially improve forecast quality, operating cadence, and revenue performance transparency.

Scope and level expectations

• Enterprise impact: Owns multi-year finance transformation outcomes tied to revenue, ACV, and forecast accuracy; influences senior executives across Sales, FP&A, RevOps, Product, and Legal.
• Thought leadership: Defines the reference architecture for sales billing forecasting and ACV measurement; sets standards, policies, and operating mechanisms adopted company-wide.
• Change leadership: Sponsors complex, cross-functional programs; establishes governance, risk controls, and benefit realization; mentors senior managers and high-potential talent.
• Decision rights: Final decision-maker for Sales Finance forecasting methodologies, KPI definitions, and business rules;

Responsibilities

Key Responsibilities

1. Revenue forecast framework – design, implement, and scale
   • Reevaluate and Architect our ACV, Billing and Revenue framework grounded in clear data and driver-based models.
2. Forecast process improvements – speed, accuracy, and accountability:
   • Partner with tools team and controllers to redesign quarterly forecasting to drive efficiency and effectiveness.
   • Establish a driver library (pipeline conversion, renewal, term mix, churn) with ownership, data lineage, and confidence scores for transparent, auditable assumptions.
3. ACV performance frameworks – Net New, Renewal, and Churn
   • Own the ACV performance framework and dashboards for the customer lifecycle; standardize definitions for Net New, Expansion, Renewal, Contraction, and Churn to ensure consistent reporting and accountability.
   • Provide actionable cohort analytics: logo and dollar retention, GRR/NRR bridges, discount trends, and P*Q frameworks linked to ACV outcomes.
   • Collaborate with Sales and Customer Success leaders on pipeline and renewal strategies; use insights to guide territory design, capacity planning, incentive adjustments, and investment shifts.

Qualifications

Qualifications

• 10+ years in Finance with deep FP&A/Sales Finance/RevOps experience leading large-scale forecasting or planning transformations in SaaS/subscription businesses.
• Expertise in ACV/ARR metrics, cohort analysis, renewal/churn analytics, and pipeline-to-billings conversion; fluent in bookings-billings-revenue mechanics and revenue recognition guardrails (high level).
• Proven success designing and operating driver-based models and forecasting processes; comfortable with statistical methods and back-testing even if not a data scientist by trade.
• Strong understanding of entity structuring implications across Tax, Legal, Accounting, and Billing; demonstrated cross-functional leadership on new market entries or restructurings.
• Track record of executive communication and influence; able to translate complex analytics into clear decisions and operating actions for GTM leaders.

Preferred experience and tools

• SaaS at scale (global, multi-entity, multi-product) with consumption and subscription motions; experience with enterprise and self-serve funnels a plus.
• Hands-on with modern planning stacks (e.g., Anaplan/Adaptive/Workday Planning), BI/semantic layers (e.g., Looker/Mode), and data platforms (e.g., Snowflake/Databricks).
• Comfort collaborating via CRM, CPQ, billing, and ERP systems; understanding of data contracts and governance models.

Leadership competencies

• Strategic systems thinking: Connects GTM motions, product, and finance architectures into a coherent forecasting ecosystem.
• Operator’s bias to action: Moves from assessment to pilots quickly; sets pragmatic milestones and ruthlessly de-scopes to hit outcomes.
• Influence: Aligns diverse stakeholders, resolves contention (e.g., definitions, targets), and secures durable buy-in.

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 197100 - USD 257325
• Zone B: USD 178200 - USD 232650
• Zone C: USD 163800 - USD 213850

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 .