Deal Manager (Enterprise), EMEA

Atlassian; United States; Remote; USD 120,000 - 161,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Job summary

Atlassian is seeking a Deal Manager to structure and govern enterprise agreements, balancing customer outcomes with Atlassian's commercial goals. You will work with Sales, Finance, Legal, and Revenue teams to optimize deal quality and drive timely customer outcomes.

You will specialise in deal policies, pricing models, and packaging. This role emphasizes risk assessment, governance, and scalable contracting patterns in a fast-growing software environment.

Qualifications

• 2+ years in B2B SaaS Deal Desk, Deal Strategy, or Revenue Operations.
• Ability to assess multiple deal scenarios and related risks.
• Experience reviewing contract pricing models (discounts, margins, ramps).
• Experience with CRM, CPQ, and contract lifecycle systems.

Responsibilities

• Own enterprise deal structuring and modelling to align customer value with Atlassian goals.
• Provide strategic deal advisory to sales, finance and legal.
• Lead on pricing models, term structures, and contract options.
• Build trusted relationships with Account Executives and stakeholders.
• Participate in governance and deal review initiatives.
• Ensure deals align with policies and regulatory requirements.

Skills

Deal desk experience

Financial analysis

Excel modelling

Negotiation

Cross-functional collaboration

Stakeholder management

CRM/CPQ familiarity

Education

BS/BA in Business/Finance/Economics

Tools

CRM

CPQ

Contract lifecycle management

Job description

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.

At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, fast-growing software business with over 300,000 paying customers, hundreds of sales and implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers' success.

This is a remote position. To help our teams work together effectively, this role requires you to be located in the UK. As a Deal Manager, you will report to the Manager of the Enterprise segment in Deal Desk EMEA. You will support the \"high touch\" enterprise deal lifecycle for our accounts and transactions.

About the role

As a Deal Manager, you will help Atlassian structure, evaluate, and govern commercial agreements before contracting. You will work independently on a range of customer opportunities, applying sound commercial judgment, financial analysis, and knowledge of deal policies to recommend practical, scalable outcomes.

You will partner closely with Sales, Finance, Legal, Revenue Recognition, Deal Operations, and other cross-functional teams to identify risks, improve deal quality, and support timely customer outcomes.

Responsibilities

• Own enterprise deal structuring and modelling to balance customer outcomes with Atlassian's commercial, risk and revenue goals.
• Provide high-impact strategic deal advisory support to sales, finance and legal - shaping deal approach, scenario modelling, and trade-off frameworks for complex opportunities.
• Become an expert on Atlassian's commercial capabilities and methodologies: quoting, pricing models, product and packaging strategy, commercial term structures, contracts, and all associated systems & tooling.
• Build trusted advisor relationships with Account Executives, sales leaders and other stakeholders, guiding them through deal options, trade‑offs and negotiation strategies.
• Participate in cross-functional initiatives to enhance Atlassian's deal strategy and lead‑to‑cash processes (e.g., scalable contracting patterns, playbooks for strategic deal types, deal review forums).
• Operationalise new products and packaging/pricing changes in partnership with product management, business strategy and revenue operations, ensuring they are \"deal‑ready\" for the field.
• Ensure all client-facing commercial documents and proposals align with internal policies and external regulations (e.g., GDPR, revenue recognition, SOX) while enabling pragmatic, customer‑centric solutions.

Qualifications

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

This role may also be eligible for benefits, bonuses, commissions, and equity.

• At least two years of experience at a B2B SaaS company in Deal Desk, Deal Strategy, Enterprise Deal Management, or Revenue Operations, with a focus on complex, non-standard/strategic deals.
• Strong commercial and financial analysis skills, with the ability to assess multiple deal scenarios.
• Comfortable building, interpreting, and reviewing contract pricing models in Excel-including discount, margin, and term calculations, plus complex constructs such as ramps, dual licensing, and multi‑year deals.
• Ability to interpret contractual and commercial language and identify issues requiring specialist review.
• Experience working with CRM, CPQ, contract lifecycle management, approval, or related business systems.
• Strong written and verbal communication skills, including the ability to explain complex topics simply.
• Collaborative approach and sound judgment when balancing customer needs, business objectives, and policy requirements.
• BS/BA in Business, Economics, Finance, Operations or a related discipline.
• Experience establishing and operating governance practices for deal reviews - including deal structure assessments, risk‑adjusted return evaluations, and executive/functional stakeholder alignment.
• Ability to distinguish and prioritise strategic work over purely operational tasks, and to design processes or enablement that reduce reliance on ad‑hoc operational support.

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. Ou