Senior Enterprise Deal Manager (Deal Desk)

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

What you'll do

• Own strategic 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.
• Mentor and coach junior team members, elevating the team's capability in deal structuring, modelling and stakeholder management.

• 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, nonstandard / strategic deals.
• Demonstrated experience directly supporting sales on deal shaping/structuring, terms negotiations, financial modelling and risk optimisation on large, complex contracts.
• Proven track record of working with senior sales, finance, and legal stakeholders to drive alignment on deal strategy, tradeoffs and approval paths.
• Experience developing and scaling playbooks (contractual conditions, financial concessions, commercial guardrails, and operational considerations) for strategic or highvalue customer motions.

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