Head of Deal Desk, APAC

Atlassian; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Bonus eligibility

Equity

Benefits

Job summary

At Atlassian, we are seeking a seasoned leader to head the APAC Deal Desk, delivering deal shaping, commercial modeling, and operational support for our Enterprise sales organization in the region.

You will evolve a repeatable playbook to accelerate deal cycles and elevate the customer experience across Mid-Market, Enterprise, and Strategic segments, while partnering with Sales, Finance, and Legal to drive stronger commercial outcomes and long-term value for customers.

Qualifications

• 8+ years in Deal Desk, Sales Ops, or Commercial Finance in a B2B SaaS or high-growth tech company.
• 5+ years of people leadership, with distributed teams.
• Experience structuring complex enterprise deals typically $1M+ ACV with non-standard pricing.
• Strong command of quote-to-cash processes and supporting systems (Salesforce, CPQ, CLM, billing/ERP).
• Ability to influence senior leaders across Sales, Finance and Legal in ambiguous, high-stakes situations.
• Analytical instincts with data-driven decision making.
• Excellent communication across executive and frontline teams.

Responsibilities

• Lead and inspire the APAC Deal Desk team to deliver deal shaping, commercial modeling, and operational support for our Enterprise sales organization across the region.
• Evolve, and scale a repeatable Deal Desk playbook that accelerates deal cycles and enables a best-in-class customer experience across Mid-Market, Enterprise, and Strategic segments.
• Partner closely with Sales leadership, Finance, Legal, and other key stakeholders to design and implement practices and policies that drive stronger commercial outcomes for Atlassian and long-term value for our customers.
• Leverage data, reporting, and analytics to monitor the health and performance of the team, proactively identify opportunities, and deliver measurable business impact.
• Collaborate with process and system teams to support adoption of automation, and champion process improvements, system enhancements, that elevate efficiency, quality, and the strategic impact of the Deal Desk function across APAC.

Skills

Deal Desk experience

People leadership

Enterprise deals

Quote-to-cash

Stakeholder influence

Analytical mindset

Executive communication

Tools

Salesforce

CPQ

CLM

ERP systems

Job description

Responsibilities

• Lead and inspire the APAC Deal Desk team to deliver exceptional deal shaping, commercial modeling, and operational support for our Enterprise sales organization across the region.

• Evolve, and scale a repeatable Deal Desk playbook that accelerates deal cycles and enables a best-in-class customer experience across Mid-Market, Enterprise, and Strategic segments.

• Partner closely with Sales leadership, Finance, Legal, and other key stakeholders to design and implement practices and policies that drive stronger commercial outcomes for Atlassian and long-term value for our customers.

• Leverage data, reporting, and analytics to monitor the health and performance of the team, proactively identify opportunities, and deliver measurable business impact.

• Collaborate with process and system teams to support adoption of automation, and champion process improvements, system enhancements, that elevate efficiency, quality, and the strategic impact of the Deal Desk function across APAC.

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.

Qualifications

• 8+ years in Deal Desk, Sales Operations, or Commercial Finance within a B2B SaaS or high-growth technology company.

• 5+ years of people leadership, with a track record of building, scaling, and developing high-performing, geographically distributed teams.

• Deep experience structuring and supporting complex, high-value enterprise deals (typically $1M+ ACV), including non-standard pricing, multi-product bundles, and ELAs.

• Strong command of quote-to-cash processes and the systems that support them (Salesforce, CPQ, CLM, billing/ERP).

• A natural ability to influence and partner with senior leaders across Sales, Finance, and Legal - especially in ambiguous, high-stakes situations.

• Sharp analytical instincts - you use data to diagnose, prioritize, and drive change, not just report on it.

• Excellent communication skills; you can shift seamlessly between executive audiences and frontline teams.

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..

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.