[Hiring] Manager, Deal Desk @Atlassian

Role Description

This is a people management role in our revenue operations organization. As the Manager 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

• 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.
• 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

• 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.

Benefits

• Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community.
• Health and wellbeing resources.
• Paid volunteer days.
• To learn more, visit go.atlassian.com/perksandbenefits .