Deal Manager (Enterprise), EMEA

About the role

Atlassian is hiring a remote Deal Manager (Enterprise) for EMEA, reporting to the Manager of the Enterprise segment in Deal Desk EMEA. The role supports the high-touch enterprise deal lifecycle, helping structure, evaluate and govern commercial agreements before contracting. It is a remote position, and the candidate must be located in the United Kingdom.

Key responsibilities

• Structure, evaluate and govern commercial agreements before contracting, recommending practical, scalable outcomes.
• Partner with Sales, Finance, Legal, Revenue Recognition and Deal Operations to identify risks and improve deal quality.
• Own enterprise deal structuring and modelling, balancing customer outcomes with commercial, risk and revenue goals.
• Provide strategic deal advisory to sales, finance and legal, including scenario modelling and trade-off frameworks.
• Become an expert in quoting, pricing models, product and packaging strategy, commercial terms, contracts and related systems.
• Build trusted advisor relationships with Account Executives and sales leaders, guiding them through deal options and negotiation strategies.
• Take part in initiatives improving deal strategy and lead-to-cash processes, such as scalable contracting patterns and deal review forums.
• Operationalise new products, packaging and pricing changes with product management, business strategy and revenue operations.
• Ensure client-facing commercial documents comply with internal policies and regulations such as GDPR, revenue recognition and SOX.

Required profile

• At least two years of experience in a B2B SaaS company in Deal Desk, Deal Strategy, Enterprise Deal Management or Revenue Operations, focusing on complex, non-standard deals.
• BS/BA in Business, Economics, Finance, Operations or a related discipline.
• Experience establishing governance practices for deal reviews, including risk-adjusted return evaluations and stakeholder alignment.
• Ability to prioritise strategic work over operational tasks and to design processes that reduce ad-hoc support.

Required skills

• Commercial and financial analysis, assessing multiple deal scenarios.
• Building, interpreting and reviewing contract pricing models in Excel, including discounts, margins, ramps, dual licensing and multi-year deals.
• Interpreting contractual and commercial language and spotting issues needing specialist review.
• Experience with CRM, CPQ, contract lifecycle management or approval systems.
• Strong written and verbal communication, able to explain complex topics simply.

What we offer

• Base pay set within a range according to skills, knowledge and experience.
• Possible eligibility for benefits, bonuses, commissions and equity.
• Health and wellbeing resources and paid volunteer days.