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 Global Head of Deal and Support Operations is a new leadership role in the Revenue Operations function. In this role you will lead the Enterprise Deal Operations and Customer Advocacy teams, championing the opportunity-to-cash processes for our Enterprise account segment and support for internal and external customers and partners. Your team provides support for all deal support functions from standard quoting to complex Enterprise License Agreements (ELAs) across all of our 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. In addition, you will develop and deliver best-in-class support leveraging technology and AI to improve efficiency and accuracy.

What you'll do

• We are reorganizing and redefining the way we support our Sellers, Customers and Partners to quote and execute deals quickly and effectively. This also extends to how we provide ongoing customer support. You will be responsible for leading the design of standards and practices for this combined team of Enterprise Deal Operations and Customer Advocacy - this includes desk top procedures, SLAs, operational health metrics, stakeholder engagement models and more.

• Develop a repeatable playbook to support the sales of Atlassian products to our largest and most complex (and demanding customers).

• Guide and support the building of our quote to cash system, partnering closely with Finance leaders

• Guide pricing and discounting decisions though market and customer insights and ongoing feedback loops.

• Work with business stakeholders and Sales leadership to understand business objectives, needs and priorities, and ensure your operating model is aligned to these goals.

• Work with Finance, Legal and Sales leadership to define, refine and improve collaboration practices and policies that improve commercial outcomes for Atlassian.

• Establish new processes for deal reviews and approvals, including deal structure and profitability assessments.

• Establish governance practices to monitor and manage the flow of deals through your team - no deal stalls out on your watch!

• Drive a continuous improvement culture in your team by Identifying, documenting and championing optimization projects to our technology and process teams.

• 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.

• 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.

Your Background

• 15+ years of experience in senior 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.

• Minimum 7 years of experience in a people manager role where you coached, mentored and developed your team members in engaging and thoughtful ways.

• Experience managing high-value ($10Mil+), high complexity deals supported by a high-touch enterprise sales process.

• Expertise in building and establishing quote-to-cash and finance systems and processes.

• Experience selling through direct and indirect (reseller, VAR, SP, GSI, distributor, etc.) models.

• 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 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. `

• Excellent business acumen, with an educational background in finance or business a big plus.

• You have a knack for problem solving, embrace complexity, perservere through adversity and see every obstacle as a new opportunity to grow.

• You understand the tools, techniques and processes required to use data to drive decision making and guide seller experiences in meaningful ways.

• You are a reporting and analytics guru, and understand when and how to use data to communicate, guide and influence.

• You have the leadership skills to build and motivate a team of veteran deal operations analysts.

• 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.

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: $231,300 - $301,975

Zone B: $208,800 - $272,600

Zone C: $192,600 - $251,450

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.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

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.