Head Of Enterprise Deal Operations

Working at Atlassian

Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or from an office (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

The Head of Enterprise Deal Operations is new leadership role in the Sales Strategy & Operations function. In this role you will lead multiple teams of deal desk and operations analysts supporting the quote-to-cash processes for our Enterprise account segment. Your team provides support for all deal support functions from standard quoting to complex Enterprise License Agreements (ELAs) across all of our enterprise customer segments. In this new function, you will have the opportunity to define the right operating model, processes and procedures and SLA framework to ensure an optimal workflow that drives a performant team, profitable deals and happy customers. You will work hand-in-hand with our sales leadership team to support the sales process, including pre-sales deal research and prep, financial modeling, deal structuring, contracting and all quote-to-cash processes. You will also serve as a primary business partner and liaison to your counterparts in our legal, finance, security and product orgs.

What You'll Do

• Develop a repeatable playbook to support the sales of Atlassian products to our largest and most complex (and demanding customers).
• Work with business stakeholders and Sales leadership to understand business objectives, needs and priorities, and ensure your operating model is aligned to these goals.
• Guide and support the formation of a new team and practices for managing the pre-work required to support our Global Accounts sales team, including install-base, contracts and transactional research.
• Collaborate closely with our reporting and analytics team to define operational metrics and dashboards to monitor and manage the health and performance of your team.
• We are reorganizing and redefining the way we support our Enterprise customers, and you will be responsible for leading the design of standards and practices for this new team - this includes desk top procedures, SLAs, operational health metrics, stakeholder engagement models and more.
• Work with Finance, Legal and Sales leadership to define, refine and improve collaboration practices and policies that improve commercial outcomes for Atlassian.
• Drive a continuous improvement culture in your team by Identifying, documenting and championing optimization projects to our technology and process teams.
• Establish new processes for deal reviews, including deal structure and profitability assessments.
• Support the growth and development of a global team of deal operations analysts.
• Collaborate with our Operations and Technology teams to identify process and system optimization and automation opportunities that streamline and improve the quality and efficacy of your team.
• Collaborate with our Knowledge Management and Enablement teams to document and build robust documentation and training content to accelerate ramp times and support continuous learning
• Establish governance practices to monitor and manage the flow of deals through your team - no deal stalls out on your watch!

Your Background

• Expertise in quote-to-cash, contract management and finance systems and processes.
• Exceptional diplomacy and negotiation skills to drive senior stakeholders to agreement on deal terms and structure. These skills will extend to our partners and customers as well.
• You understand the tools, techniques and processes required to use data to drive decision making and guide seller experiences in meaningful ways.
• You have the leadership skills to build and motivate a team of veteran deal operations analysts.
• You have a knack for problem solving, embrace complexity, perservere through adversity and see every obstacle as a new opportunity to grow.
• You are a reporting and analytics guru, and understand when and how to use data to communicate, guide and influence.
• Experience managing high-value ($1Mil+), high complexity deals supported by a high-touch enterprise sales process.
• Experience selling through direct and indirect (reseller, VAR, SP, GSI, distributor, etc.) models.
• Minimum 5 years of experience in a people manager role where you coached, mentored and developed your team members in engaging and thoughtful ways.
• Excellent business acumen, with an educational background in finance or business a big plus.
• Applicants must have 10+ years of experience in senior or leadership positions within a Deal Desk or equivalent role. Ideal candidates should have prior experience in selling on-premise software, services products and SaaS offerings within a high-growth technology company.
• You have an extreme sense of ownership and accountability for your work and your team. We have ambitious plans and need you to execute relentlessly.
• You have the skills, attitude and experience to build and sustain trusting relationships with your cross-functional business partners in sales, finance, legal and product teams. `

Compensation

At Atlassian, we tie our base pay ranges to role and level. In the United States, that means your base pay ranges will fall into one of three geographic pay zones depending on your location. Our current base pay ranges for new hires in each zone are:

Zone A: $181,500 - $278,300

Zone B: $163,350 - $250,500

Zone C: $150,645 - $231,000

Within each range, base pay is ultimately determined based on your skills, expertise, and experience. This role may also be eligible for benefits, bonuses, commissions, and/or 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

To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.

About Atlassian

The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we're motivated by a common goal: to unleash the potential of every team .

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 learn more about our culture and hiring process, explore our Candidate Resource Hub .