Responsibilities

This high-visibility position as a Deal Desk Manager will lead the strategy, execution, and continuous improvement of Cockroach Labs' deal desk function. Reporting to the Director, Commercial Operations, you'll serve as a trusted strategic advisor to sales leadership on our largest, most complex, and non-standard transactions — balancing deal velocity with sound commercial and financial judgment.
Beyond structuring individual deals, you'll own the deal desk playbook: the pricing guardrails, approval workflows, and cross-functional processes that scale as we grow. You'll partner closely with Legal, Finance, Product Management, Marketing, and Professional Services to drive high-stakes deals across the finish line. This role involves extensive interaction with senior executives and requires someone highly motivated, detail-oriented, and comfortable operating with autonomy in a fast-paced, high-growth environment.
Serve as the primary point of escalation and strategic advisor for complex, high-value, and non-standard deal structures, guiding the sales organization from opportunity to close
Own and continuously improve deal desk processes, pricing frameworks, approval matrices, and quote-to-cash workflows to increase deal velocity without sacrificing governance
Partner cross-functionally with Legal, Finance, Product, Marketing, and Professional Services to structure commercially sound, operationally executable agreements
Establish and enforce deal governance, pricing policy, and discounting guardrails, and advise leadership on exceptions and their downstream impact
Provide deal structuring guidance that maximizes revenue, margin, and strategic value while managing risk
Develop reporting and analytics on deal trends, cycle times, discounting, and desk performance to inform GTM leadership decisions
Drive enablement for the sales organization on deal structuring best practices, pricing, and approval processes
Champion continuous improvement of CPQ and deal desk tooling in partnership with Revenue Operations
The Expectations
In your first 30 days, you will complete general and sales onboarding programs, familiarize yourself with our message and product, and get an in-depth understanding of current revenue operations and systems.

Deal Desk Manager, AMER at Cockroach Labs · LumiJobs

Deal Desk Manager, AMER

Responsibilities

Qualification

Required

Benefits

Company

Cockroach Labs

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