Deal Desk Manager, AMER

Cockroach Labs•New York, NY

3d•$142,000 - $185,000•Hybrid

About The Position

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.

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

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