Senior Manager, Enterprise Deal Operations (Americas)

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.
The Senior Manager, Enterprise Deal Operations is a key leadership role in our sales operations organization. This person works with leaders and key stakeholders in Sales and other cross-functional teams across Atlassian to support our Enterprise sales process. This role is accountable for the end-to-end deal lifecycle, from contracting to order, and everything in between. Your team spans the globe, and is a critical business partner to our sales organization as well as our partners - supporting pricing discussions, quoting, contract negotiations, ordering and invoicing processes. You are also the primary interface into the rest of the deal support organization, including legal, finance and product teams, in support of our high touch sales motion.
Atlassian is a dynamic, fast-changing, high-growth environment, and the Enterprise Deal Operations teams play an integral role in supporting that growth. We are looking for an equally dynamic leader to help lead the team and support the continued evolution of our enterprise sales business.

• Manage a regional EDO team (pre and post sales) supporting our most complex sales engagements. Your team is responsible for the end-to-end Quote-to-Cash process, from quoting and contracting through provisioning and invoicing for all Atlassian Enterprise products.
• Ensure SLAs and deal management quality standards are being met or exceeded across the team. You'll work with our sales analytics and sales systems team to develop and continuously improve and refine your reporting and analytics tools and QTC processes to ensure we are delivering the best possible experience for our customers, partners and internal stakeholders.
• Partner with our counterparts in Legal, Finance, Product, Channel and Sales to ensure alignment on priorities and a smooth operating rhythm and engagement model across teams.
• Support pipeline review and deal review meetings with sales leadership, ensuring everyone is informed about deal status, blockers, potential slips or other details related to deal health.
• Support the deal review and negotiation process with your direct reports. Provide support, guidance and best practices for customer engagement and deal negotiation.
• Monitor and manage the contracting and e-signature process workflow across teams, ensuring deals aren't stalled in approval workflows.
• Serve as an escalation point and help triage and resolve issues from your team as well as internal and external stakeholders.
• Monitor the regional EDO month close and quarter close processes in coordination with Finance teams.
• Represent EDO in project discussions and in our New Product Introduction process. You will help ensure new offers can be supported in our QTC systems and will be responsible for change management and process design when we introduce new products that break the Atlassian mold.
• Serve as the point of contact and subject matter expert on Atlassian business, operations, and revenue policies for ad hoc troubleshooting of deal issues.
• Identify and champion QTC process and systems improvements, fostering a culture of continuous improvement within your team.

• 7+ years in an order management, contract management, Deal Desk or Enterprise Deal Operations role, ideally within a high-growth technology company.
• 5+ years in a people management role in an operations function.
• 3+ years supporting the sales process for enterprise software, including familiarity with different software pricing and packaging models. We sell it all - perpetual, subscription and SaaS software, as well as services and education, but SaaS experience is a big plus.
• Experience using CPQ, contract management and order management tools, such as Salesforce, Oracle, SAP, DocuSign, SpringCM and NetSuite.
• Experience supporting direct and indirect sales models, including multi-tier channel sales.
• Excellent Diplomacy and negotiation skills - these are critical to managing engagements with stakeholders across sales, legal and finance, as well as with customers and partners.
• Strong understanding of software revenue recognition standards.
• An extreme sense of ownership and responsibility. We have ambitious plans and need you to execute them relentlessly. You get $#!t done.
• The leadership skills to build and motivate a regional Enterprise Deal Operations team

Compensation
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: $172,900 - $230,500
Zone B: $155,600 - $207,500
Zone C: $143,500 - $191,300
This role may also be eligible for benefits, bonuses, commissions, and equity.
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.
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 go.atlassian.com/perksandbenefits 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.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .