Enterprise Deal Strategist & Pricing Advisor

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

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.