Manager, Deal Desk

Atlassian; San Francisco (CA); Remote; USD 127,000 - 199,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Comprehensive benefits

Job summary

Atlassian is seeking a Head of Deal Desk for the AMER region to lead a team of Deal Managers and Sr. Deal Managers across the high-value enterprise lifecycle.

You will shape deals, quote-to-cash, pricing structures, and contract management while coordinating with sales, finance, revenue, and legal. You’ll influence processes, governance, and product/packaging changes, ensuring scalable deal execution across Atlassian’s software portfolio.

Qualifications

• 5+ years in a B2B SaaS company in Knowledge Management, Deal Desk, Order Management, Sales Contract Support, Deal Management, Sales Quoting Support, or Revenue Operations.
• At least 2 years in a people-management role in an operations function.
• Experience developing strategies to support complex customer sales motions.
• Advanced Excel skills with ad hoc pricing calculations.
• Willing to join video chats daily to support partners, peers, management, and customers.

Responsibilities

• Build & manage a team of DMs and Sr. DMs supporting the AMER Sales team through the Quote-to-Cash process.
• Ensure efficient deal execution and provide strategic deal advisory to sales, finance, revenue and legal.
• Become an expert on Atlassian's deal capabilities, pricing, terms, and systems; mentor junior analysts.
• Lead cross-functional initiatives to improve deal operations and scale contracting.
• Operationalize new products and pricing changes with product, strategy and RevOps teams.
• Ensure client-facing documents comply with GDPR, revenue recognition and SOX.

Skills

CPQ/QTC

Salesforce

Oracle Fusion

NetSuite

JIRA

Confluence

DocuSign

Cloud marketplaces

Excel

People management

Deal shaping

Financial modeling

Education

BS/BA in Business, Economics, Finance, or Operations

Tools

Salesforce

Oracle Fusion

NetSuite

JIRA

Confluence

DocuSign

CPQ/QTC tooling

Job description

Working at Atlassian

Overview

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.

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. As the Manger of the Deal Desk supporting the Strategic Sales segment for AMER you will report to the Head of Deal Desk, AMER. You will lead a team of Deal Managers (DMs) and Sr. Deal Managers (Sr. DMs) supporting the “high value” 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 DMs and Sr. DMs supporting our AMER 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, revenue & 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.

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. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

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.

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

Pay Ranges

Role

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: $152,100 - $198,575
• Zone B: $137,700 - $179,775
• Zone C: $126,900 - $165,675

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.