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Senior Enterprise Deal Manager



Oregon, USA · Remote
Posted on Tuesday, July 2, 2024

Senior Enterprise Deal Manager

Sales | Remote, Remote | Remote, Americas | Mountain View, United States or Remote | Austin, United States | Washington DC, United States | San Francisco, United States | Seattle, United States | Full-Time

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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.

This is a remote position. To help our teams work together effectively, this role requires you to be located in the United States.

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.

As a Senior Enterprise Deal Manager you will report to the EDO Manager in AMER. You will support the “high touch” 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!

  • Ensure efficient deal execution (QTC) and effective deal structures for customers & partners. Provide strategic deal advisory support to our sales, finance & 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 (lead-to-cash process efficiency, contracting at scale & deal structuring best practices) to improve commercial outcomes.

  • Operationalize new products and packaging/pricing changes partnering with our product management, business strategy & revenue operations teams.

  • Ensure all client facing documents are compliant with internal policy & external regulations - e.g. GDPR, revenue recognition, SOX.

  • At least five years of experience at a B2B SaaS company in Deal Desk, Contract Operations, Enterprise Deal Management, or Revenue Operations.

  • Experience developing playbooks (e.g. contractual conditions / financial concessions / operational considerations) to support complex customer sales motions.

  • Proficient in Excel, including creating contract pricing models.


At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. 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: $167,000 - $200,400 USD

Zone B: $150,300 - $180,400 USD

Zone C: $138,600 - $166,400 USD

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit 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.

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit to learn more.

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.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

To learn more about our culture and hiring process, visit