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About the Role

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.

Responsibilities

• 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

Requirements

• 8-12+ years of experience in Deal Desk, financial analysis, sales operations, revenue operations, pricing, or related fields, including experience with complex deal structuring
• Demonstrated ability to influence and build trust with senior sales and cross-functional leaders
• Experience defining and scaling deal desk processes, policies, and governance in a high-growth environment
• Strong customer-focused attitude with a proactive and energetic work ethic
• Excellent communication and interpersonal skills, with the ability to distill complexity for executive audiences
• Superior organizational skills with the ability to manage multiple high-priority deals with attention to detail
• Comfortable in a dynamic, fast-paced, high-growth technology environment
• Bachelor's degree (BA or BS) required
• Proficiency in Salesforce CRM; experience with Salesforce CPQ strongly preferred

Skills

• Salesforce CRM
• Salesforce CPQ

Location

• U.S.

Work Type

• Hybrid

Experience Level

• 8-12+ years

Education Level

• Bachelor's degree

Salary/Compensations

• $142,000—$185,000 USD

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits

About the Company

• Category-defining tech. Career-defining work.
• CockroachDB makes it easier for companies to build and scale apps.
• We tackle problems head-on and focus on solutions that create lasting impact.
• Because when our customers win, we all win.

Equal Opportunity

• Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at accessibility@cockroachlabs.com.