Deal Desk Manager, AMER

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

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.
• In your first 60 days, you will gain hands-on experience with our systems (particularly Salesforce), processing procedures, and the Deal Desk workflow. Begin assisting with and processing standard requests.
• After 90 days, you will independently manage all deal desk requests and contribute to cross-functional projects and team initiatives.

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