Deal Manager (Enterprise), EMEA

Sales | Remote, UK



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.

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. To help our teams work together effectively, this role requires you to be located in the UK. As a Deal Manager, you will report to the Manager of the Enterprise segment in Deal Desk EMEA. You will support the "high touch" enterprise deal lifecycle for our accounts and transactions.

About the role

As a Deal Manager, you will help Atlassian structure, evaluate, and govern commercial agreements before contracting. You will work independently on a range of customer opportunities, applying sound commercial judgment, financial analysis, and knowledge of deal policies to recommend practical, scalable outcomes.

You will partner closely with Sales, Finance, Legal, Revenue Recognition, Deal Operations, and other cross-functional teams to identify risks, improve deal quality, and support timely customer outcomes.

• Own enterprise deal structuring and modelling 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 modelling, 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, tradeoffs and negotiation strategies.
• Participate in cross-functional initiatives to enhance Atlassian's deal strategy and leadtocash processes (e.g., scalable contracting patterns, playbooks for strategic deal types, deal review forums).
• Operationalise new products and packaging/pricing changes in partnership with product management, business strategy and revenue operations, ensuring they are "dealready" 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, customercentric solutions.

• At least two 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.
• Strong commercial and financial analysis skills, with the ability to assess multiple deal scenarios.
• Comfortable building, interpreting, and reviewing contract pricing models in Excelincluding discount, margin, and term calculations, plus complex constructs such as ramps, dual licensing, and multiyear deals.
• Ability to interpret contractual and commercial language and identify issues requiring specialist review.
• Experience working with CRM, CPQ, contract lifecycle management, approval, or related business systems.
• Strong written and verbal communication skills, including the ability to explain complex topics simply.
• Collaborative approach and sound judgment when balancing customer needs, business objectives, and policy requirements.

• BS/BA in Business, Economics, Finance, Operations or a related discipline
• Experience establishing and operating governance practices for deal reviews including deal structure assessments, riskadjusted return evaluations, and executive/functional stakeholder alignment.
• Ability to distinguish and prioritise strategic work over purely operational tasks, and to design processes or enablement that reduce reliance on adhoc operational support.