Strategic Enterprise Deal Architect

Atlassian Corp.

Northern (KY)

Hybrid

USD 152,000 - 199,000

Full time

8 days ago

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Job summary

At Atlassian, a remote role supports the Strategic Sales Deal Desk AMER, shaping high‑value enterprise deals with cross‑functional teams worldwide.

You will own structuring, modeling, and negotiation strategies, driving careful risk and revenue alignment while keeping customers top priority. Expect collaboration with sales, finance, and legal to scale playbooks, tooling, and deal execution.

Qualifications

BS/BA in Business, Economics, Finance, Operations or a related discipline.
Knowledge of CPQ/QTC technology solutions and core GTM systems such as Salesforce, Oracle Fusion, NetSuite, JIRA, Confluence, DocuSign, and Cloud marketplaces.
Experience establishing and operating governance practices for strategic deal reviews – including deal structure assessments, risk‑adjusted return evaluations, and executive/functional stakeholder alignment.
Proficient in Excel, including building and interpreting contract pricing and scenario models (e.g., ramps, dual licensing, multi‑year constructs, complex discounting).
Ability to distinguish and prioritize strategic work over purely operational tasks, and to design processes or enablement that reduce reliance on ad‑hoc operational support.

Responsibilities

Own strategic deal structuring and modeling 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 modeling, and trade‑offs and negotiation strategies.
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).
Operationalize 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.
Mentor and coach junior team members, elevating the team’s capability in deal structuring, modelling and stakeholder management.