Principal Outbound Product Manager, Service Collection

Atlassian is a software company whose Service Collection team is building an enterprise service management operating system. The Principal Outbound Product Manager will turn high-touch go-to-market plays into repeatable product and commercial advantages by translating enterprise customer, competitive, trust, and compliance signals into product strategy, field readiness, and cross-functional execution.

Responsibilities:

• Translate the Service Collection High Touch GTM play strategy into clear operating plans, priorities, milestones, dependencies, and decision forums
• Establish a trusted view of play health across pipeline signals, customer evidence, product readiness, competitive risk, trust and compliance gaps, and execution blockers
• Run a lightweight monthly operating rhythm with play owners and cross-functional partners; increase cadence only when execution requires it
• Define the few decisions that need executive attention, bring well-formed recommendations, and drive closure rather than creating more meetings
• Connect beachhead-play signals to the broader Transformation & Compete motion so that field evidence compounds across the portfolio
• Build a systematic feedback loop across strategic accounts, win/loss evidence, customer advisory conversations, sales engineering, support, and implementation teams
• Separate recurring market evidence from one-off requests and distinguish table stakes, differentiated capabilities, packaging gaps, delivery gaps, and enablement gaps
• Quantify the commercial and customer impact of the most important gaps where data is available; make uncertainty explicit where it is not
• Produce concise, executive-ready briefs that answer: what is changing, why it matters, how strong the evidence is, what we should do, and what decision is required
• Make sure customer and competitive claims are evidence-backed, current, and usable by Product, Sales, Marketing, and leadership
• Align senior stakeholders across Product, Engineering, GTM, Finance, Legal, Security, Marketing, Customer Success, and executive leadership around a small number of outcomes
• Create clarity when ownership is distributed or ambiguous; make handoffs explicit and surface risks early
• Facilitate difficult trade-offs across customer impact, strategic differentiation, revenue potential, delivery cost, trust risk, and operational complexity
• Use written decision records, clear action owners, and measurable follow-through to keep momentum across time zones
• Represent the play strategy in selected leadership, field, and customer forums with confidence and precision
• Create reusable playbooks, templates, dashboards, briefing formats, evidence standards, and operating cadences that scale beyond one person or one account
• Establish definitions and measurement for play health, product readiness, trust readiness, competitive momentum, and field adoption
• Continuously improve the operating model based on what is and is not helping teams win
• Coach partners on how to use the mechanisms without becoming the permanent coordination bottleneck

Requirements:

• Significant experience in product management, product operations, technical program management, enterprise strategy, solutions architecture, management consulting, or a closely related role in B2B enterprise software
• Experience working with complex enterprise customers and senior stakeholders across Product, Engineering, Sales, Security, Legal, or Customer Success
• Demonstrated ability to turn ambiguous customer, market, or competitive problems into a structured strategy and an executable operating plan
• Strong understanding of enterprise software buying, adoption, implementation, migration, expansion, and renewal dynamics
• Experience with one or more of: competitive displacement, enterprise transformation, platform strategy, trust and compliance, security products, regulated industries, or complex enterprise procurement
• Exceptional written and verbal communication. You can move from an executive narrative to evidence, requirements, trade-offs, and next actions without losing the thread
• Strong analytical judgment: you know how to distinguish fact, inference, hypothesis, and anecdote, and you do not overstate weak evidence
• Proven ability to influence outcomes through others without relying on formal authority
• Experience in service management, IT operations, developer tooling, enterprise workflow, platform, security, compliance, or adjacent B2B SaaS categories
• Direct experience competing with or migrating from large incumbent platforms
• Familiarity with security and compliance concepts such as FedRAMP, SOC 2, ISO 27001, GDPR, HIPAA, PCI DSS, data residency, auditability, access control, and responsible AI governance
• Experience building field-to-product mechanisms, product-led sales plays, executive customer briefings, or competitive intelligence programs
• Experience with enterprise value engineering, business cases, pricing and packaging, or commercial strategy
• Experience operating across US, India, Australia, and other distributed teams