Deal Design Manager (Commercial Architect)

Cognite - AI for Industry • Phoenix, AZ

6d • Remote

About The Position

This is a high-influence, non-customer-facing position within Cognite's Global Revenue Operations organization, operating under the leadership of the VP of Deal Desk. The Deal Design Manager serves as a strategic advisor and commercial architect for high-value enterprise software transactions across global markets. This role does not own the sales quota or customer relationship; instead, it partners closely with Sales Representatives and Regional Revenue Presidents, translating complex industrial data integration requirements into optimized, creative commercial packages. The objective is to provide expert guidance, structuring options, and trade-off analyses to secure customer commitment while safeguarding Cognite's core commercial drivers: ARR growth, Service margin, and product scalability. The mandate is to lead the commercial design workstream, shape robust deal frameworks, and multiply the capabilities of the GTM team by establishing repeatable playbooks and mentoring the team.

Requirements

• Strategic advisor to sales leaders on complex, multi-year enterprise SaaS transactions.
• Design creative commercial options, trade-offs, and alternative structures.
• Primary enabler for revenue compliance.
• Challenge pricing model deviations and unbundle service-heavy agreements.
• Commercial subject matter expert.
• Participate in customer-facing commercial discussions.
• Lead alignment of deal terms across Legal, Finance, Product Management, and Executive Team.
• Guide Sales Reps in optimizing commercial elements.
• Suggest structured software-led alternatives or partner-driven delivery models.
• Deploy, calibrate, and leverage advanced GenAI tools for proposal reviews.
• Identify non-standard liabilities, revenue recognition risks (ASC 606), and pricing leaks.
• Convert complex pricing frameworks, margin calculators, and negotiation playbooks into self-service assets.
• Design automated GenAI prompts, CPQ templates, and structured discounting guardrails.
• Maintain data hygiene within Salesforce (SFDC).
• Audit deal terms and track contract exceptions.
• Build predictable executive margin-impact models.
• Support Sales Enablement team in establishing training modules.

Responsibilities

• Partner as a strategic advisor to sales leaders on complex, multi-year enterprise SaaS transactions.
• Design creative commercial options, trade-offs, and alternative structures where no clear precedent exists.
• Act as the primary enabler for revenue compliance, appropriately challenging pricing model deviations and unbundling service-heavy agreements to optimize high-margin software components.
• Participate in customer-facing commercial discussions to explain pricing models, structured contract clauses, or the value of our deal.
• Lead the alignment of deal terms across Legal, Finance, Product Management, and the Executive Team to streamline internal approval bottlenecks.
• Guide Sales Reps in optimizing the commercial elements of every transaction, suggesting structured software-led alternatives or partner-driven delivery models.
• Champion the optimization of our commercial governance process by deploying and leveraging advanced GenAI tools for proposal reviews.
• Identify non-standard liabilities, revenue recognition risks (ASC 606), and pricing leaks instantly using GenAI tools.
• Convert complex pricing frameworks, margin calculators, and negotiation playbooks into self-service, reusable assets.
• Design automated GenAI prompts, CPQ templates, and structured discounting guardrails to create leverage and make the GTM team more autonomous.
• Maintain data hygiene within Salesforce (SFDC), auditing deal terms, tracking contract exceptions, and building predictable executive margin-impact models.
• Support the Sales Enablement team in establishing training modules on CPQ best practices, Salesforce database hygiene, and AI-driven deal auditing.

Benefits

• Competitive compensation
• 401(k) with employer matching
• Competitive health, dental, vision & disability coverages for employees and all dependents
• Unlimited PTO
• Paid Parental Leave Program
• Employee Referral Program

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed