Deal Desk Manager, Cockroach Labs
AMER
$142-185k
+ Stock Options
Distributed SQL for always-on customer experiences
Open for applications
Distributed SQL for always-on customer experiences
501-1000 employees
Open for applications
$142-185k
+ Stock Options
501-1000 employees
Company mission
To simplify how businesses build and operate world-changing applications.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
Our take
Cockroach Labs was founded by a team of ex-Google employees who wanted to build a database management system similar to Google’s Spanner. The result is CockroachDB, an open-source, distributed SQL database that delivers familiar SQL, strong consistency, and near-indestructible fault tolerance. Designed to scale locally or globally and deployed on any cloud or on-prem setup, it keeps mission-critical applications running even through hardware failures or full data-center outages.
A major milestone in the company's growth is its partnership with IBM, which integrates CockroachBD into IBM's hybrid infrastructure. This makes it far easier for long-standing mainframe users to modernize without rewriting massive amounts of code. Running CockroachDB on systems like LinuxONE, Linux on Z, Power Systems, and Red Hat OpenShift helps organizations adopt cloud-native architectures while staying in environments they trust. At the same time, enterprise demand is surging, and the company is boasting significant year-on-year growth in new customers, ARR, and cloud adoption.
As applications become more global, always-on, and increasingly AI-driven, businesses need databases built for scale, resilience, and zero downtime. And CockroachDB was engineered for exactly that. With a decade of innovation, expanding enterprise traction, and a leadership team experienced in scaling high-growth tech companies, Cockroach Labs is set to power the next generation of mission-critical applications.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Dec 2021
$278m
SERIES F
Jan 2021
$160m
SERIES E
Total funding: $633.2m
Company benefits
- Competitive Health Insurance Coverage
- Paid Parental Leave
- Flexible PTO
- Learning & Development
- Relocation Support
- Employee Referral Bonus
Company HQ
Chelsea, New York, NY
Leadership
Spencer Kimball
(Co-Founder & CEO)Worked at WeGo Systems as CTO for 3 years before joining Google as a Software Engineer for almost 10 years. Also, previous CTO of Viewfinder and Engineer at Square.
Peter Matiss
(Co-Founder & CTO)Previously a Software Engineer at Square, Co-Founder at Viewfinder and a Software Engineer at Google.
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