EDO Manager, Mid Market AMER

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.
This is a people management role in our revenue operations organization. As the EDO Manager, Mid Market AMER you will report to the Sr. EDO Manager, AMER. You will lead a team of Enterprise Deal Managers supporting 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!
What you'll do

• Build & manage a team of Enterprise Deal Managers supporting our AMER Mid-Market Enterprise Sales team throughout the Quote-to-Cash (QTC) process for all Atlassian products.
• 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. Foster a culture of continuous improvement within your team.
• 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.

Your Background

• At least five years of experience at a B2B SaaS company in Deal Desk, Contract Operations, Enterprise Deal Management, or Revenue Operations.
• At least two years in a people management role in an operations function.
• 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.

Requirements

• BS/BA in Business, Economics, Finance, Operations or a related discipline
• Knowledge of CPQ/QTC technology solutions, Salesforce, Oracle Fusion, NetSuite, JIRA, Confluence, Docusign, Cloud marketplaces.
• Experience directly supporting customers, partners & sellers on deal shaping/structuring, terms negotiations, financial modeling & risk optimization on complex contracts.
• Experience establishing new governance practices for deal reviews (deal structure and risk-adjusted return evaluations), and deal flow to anticipate & avoid downstream issues before they happen.

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: $150,300 - $200,400
Zone B: $135,300 - $180,400
Zone C: $124,700 - $166,300
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 .