Senior Deal Manager

Working at Atlassian
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 remote position reporting to the Manager of the Strategic Sales segment in Deal Desk AMER. You will support the "high value" enterprise deal lifecycle for our most strategic accounts and complex transactions.
What you'll do

• 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-off frameworks 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).
• 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.

Your Background

• At least five years of experience at a B2B SaaS company in Deal Desk, Deal Strategy, Enterprise Deal Management, or Revenue Operations, with a focus on complex, non-standard / strategic deals.
• Demonstrated experience directly supporting sales on deal shaping/structuring, terms negotiations, financial modelling and risk optimization on large, complex contracts.
• Proven track record of working with senior sales, finance, and legal stakeholders to drive alignment on deal strategy, trade-offs and approval paths.
• Experience developing and scaling playbooks (contractual conditions, financial concessions, commercial guardrails, and operational considerations) for strategic or high-value customer motions.

Requirements

• 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.

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.
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: $136,890 - $178,718
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.