Deal Desk Manager, AMER

Category-defining tech. Career-defining work. For more than a decade, Cockroach Labs has built database technology trusted to power some of the world's most mission-critical applications. Now, as AI transforms how software is created and operated, the infrastructure behind it has to keep pace. Cockroach Continuum is built to meet this moment, bringing individual databases together into one fleet designed for agentic applications, where AI agents help teams provision, scale, and optimize workloads at machine speed. The customers you’ll work with are some of the most innovative businesses in the world, and the problems they’re trying to solve are real and urgent. You’ll bring a genuinely differentiated product to a market moving fast, at a company positioned to lead it. The people who thrive here are the ones who want to own that opportunity. 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. 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. You Will • 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. 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. You Have • 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 • E