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:

• 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.
• Develop a repeatable playbook to support the sales of Atlassian products to our largest and most complex (and demanding customers).
• 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.
• 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, 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.
• Support the growth and development of a global team of deal operations analysts.
• 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:

• 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.
• Minimum 5 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 ($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 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 process