Manager, Deal Desk

About the Position

Manager, Deal Desk

Atlassian is seeking a Manager, Deal Desk to lead a team supporting strategic sales in the Americas (AMER). In this role, you will manage the deal lifecycle for high-value enterprise deals, providing strategic support to our sales, finance, revenue, and legal teams.

Responsibilities

• Build & manage a team of Deal Managers (DMs) and Sr. Deal Managers (Sr. DMs) supporting the AMER Sales team throughout the Quote-to-Cash (QTC) process for all Atlassian products.
• Ensure efficient deal execution (QTC) and effective deal structures for customers & partners. Provide strategic deal advisory support to our sales, finance, revenue & legal teams.
• Become an expert on Atlassian's deal capabilities/methodologies: quoting, pricing models, product offerings, commercial term structures, contracts, plus all associated systems & tooling. Mentor junior analysts on the team.
• Lead cross-functional projects to improve Atlassian's deal operations capabilities (lead-to-cash process efficiency, contracting at scale & deal structuring best practices) to improve commercial outcomes. Foster a culture of continuous improvement within your team.
• Operationalize new products and packaging/pricing changes by partnering with our product management, business strategy, and revenue operations teams.
• Ensure all client-facing documents comply with internal policies and external regulations, such as GDPR, revenue recognition, and SOX.

Requirements

• BS/BA in Business, Economics, Finance, Operations, or a related discipline.
• At least five years of experience at a B2B SaaS company in Knowledge Management, Deal Desk, Order Management, Sales Contract Support, Deal Management, Sales Quoting Support, or Revenue Operations.
• At least two years in a people management role in an operations function.
• Experience developing strategies (e.g. contractual conditions / financial concessions / operational considerations) to support complex customer sales motions.
• Highly proficient in Excel, including manually creating ad hoc formulas to calculate contract pricing.
• Must be willing to join video chats daily to support partners, peers, management, and customers.
• Knowledge of CPQ/QTC technology solutions, Salesforce, Oracle Fusion, NetSuite, JIRA, Confluence, Docusign, Cloud marketplaces.
• Experience directly supporting customers, partners & sellers on deal shaping/structuring, terms negotiations, financial modelling & risk optimization on complex contracts.
• Experience establishing new governance practices for deal reviews (deal structure and risk-adjusted return evaluations), and deal flow to anticipate & avoid downstream issues before they happen.

We Offer

• Competitive Salary: Base pay ranges from $126,900 to $198,575 depending on the geographic pay zone.
• 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 more. Visit go.atlassian.com/perksandbenefits to learn more.
• Full-time Employment: This is a full-time position.
• Hybrid Work Location: Hybrid work model available.

About the Company

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.

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.