Director, Deal Desk Americas Sales

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.

The Head of Americas Deal Desk sits within Atlassian’s Deal & Customer Operations organization and leads deal support for all Enterprise segments across the Americas region. In this role, you will lead multiple teams of deal desk and operations analysts supporting the quote-to-cash processes for our Enterprise accounts. Your team is responsible for all deal support functions from standard quoting to complex Enterprise License Agreements (ELAs) across all of our enterprise customer segments (Mid-market, Enterprise, Strategic). You will work hand-in-hand with our sales leadership team to support the deal pursuits, including deal research, 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 teams.

Responsibilities

• Lead the Deal Desk Americas team to deliver exceptional deal shaping, modeling and operational support to our Enterprise sellers.
• Evolve and drive execution of a repeatable playbook to support the sales of Atlassian products to our Mid-Market, Enterprise and Strategic segments.
• Work with Finance, Legal and Sales leadership to define and refine collaboration practices and policies that improve commercial outcomes for Atlassian and for our customers.
• Collaborate with our reporting and analytics team to manage the health and performance of your team as well as drive broad business impact.
• Collaborate with our Operations and Technology teams to identify process and system optimization and automation opportunities that refine and improve the quality and efficacy of your team.

Qualifications

• You must have 5+ years of experience in senior or leadership positions within a Deal Desk or Sales Operations equivalent role, ideally with prior experience in SaaS offerings within a high-growth technology company.
• Minimum 5 years of experience in a people manager role where you built and motivated a team and coached, mentored and developed your team members in engaging and thoughtful ways.
• Experience managing high-value ($1Mil+), high complexity deals supported by a high-touch enterprise sales process.
• Expertise in quote-to-cash, contract management and finance systems and processes.
• Experience selling through direct and indirect (reseller, VAR, SP, GSI, distributor, etc.) models.
• Exceptional 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 business partners in sales, finance, legal and product teams.
• You are a reporting and analytics expert, and understand when and how to use data to communicate, guide and influence.

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: USD 201600 - USD 263200
• Zone B: USD 181800 - USD 237350
• Zone C: USD 167400 - USD 218550

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

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.

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.