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EDO Manager, Enterprise Deal Management AMER

Atlassian

Washington (District of Columbia)

Remote

USD 124,000 - 201,000

Full time

3 days ago

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Job summary

Atlassian is seeking an EDO Manager for Enterprise Deal Management AMER to support high-touch enterprise deals. This mid-senior level role involves leading a team and improving deal processes, requiring strong management experience in a B2B SaaS environment. Candidates can work remotely within the US.

Benefits

Health and wellbeing resources

Paid volunteer days

Qualifications

At least five years of experience at a B2B SaaS company.
At least two years in a people management role.
Experience in operational and strategic deal management.

Responsibilities

Lead a team of Enterprise Deal Managers for the Quote-to-Cash process.
Provide strategic deal advisory support to sales and legal teams.
Operationalize new products and packaging changes.

Skills

Management

Financial Analysis

Deal Structuring

Negotiation

Excel

Education

BS/BA in Business, Economics, Finance, or related discipline

Tools

Salesforce

Oracle Fusion

NetSuite

JIRA

Confluence

Docusign

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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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

This is a remote position. To help our teams work together effectively, this role requires you to be located in the US.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 people management role in our revenue operations organization. You will lead a team of Enterprise Deal Managers supporting the “high touch” enterprise deal lifecycle for our most strategic accounts and complex transactions. Your responsibilities range from deal shaping to quoting, terms structuring, financial analysis, contract management, booking, and beyond!

Responsibilities

What you'll do

Build & manage a team of Enterprise Deal Managers supporting our 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 & 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.

Qualifications

Your Background

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.

Requirements

BS/BA in Business, Economics, Finance, Operations or a related discipline
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.

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: $150,300 - $200,400

Zone B: $135,300 - $180,400

Zone C: $124,700 - $166,300

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 .

Seniority level

Seniority level
Mid-Senior level

Employment type

Employment type
Full-time

Job function

Job function
Business Development and Sales
Industries
Software Development

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