Deal Manager, Enterprise (Remote)

Atlassian; United States; Remote; USD 120,000 - 190,000; Full time

Benefits offered by this job

Health and wellbeing resources

Volunteer days

Job summary

Atlassian, a leading provider of collaboration software, seeks a Deal Desk professional to own complex enterprise deal structuring and modelling. You will advise sales, finance and legal, shaping approaches and trade-offs for strategic opportunities.

You will develop expertise in quoting, pricing, packaging, and contract structures, guiding stakeholders through options, scenarios, and negotiations to enable compliant, customer-centric solutions.

Qualifications

• 2+ years in a B2B SaaS company in Deal Desk, Deal Strategy, Enterprise Deal Management, or Revenue Operations with focus on complex deals.
• Strong commercial and financial analysis skills, ability to assess multiple deal scenarios.
• Experience building, interpreting, and reviewing contract pricing models in Excel.
• Ability to interpret contractual language and identify issues requiring specialist review.
• Experience with CRM/CPQ and related systems.

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-offs 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.

Skills

Deal Desk

Deal Strategy

Revenue Operations

Pricing in Excel

CRM

CPQ

Contract lifecycle

Communication

Cross-functional

Negotiation

Education

BS/BA in Business, Economics, Finance, Operations

Tools

CRM

CPQ

Contract Lifecycle Management

Job description

• 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‑offs 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.

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. 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 with 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.