Deal Desk Manager, AMER

The role

The Deal Desk Manager will lead the strategy, execution, and continuous improvement of the deal desk function. This person will serve as a strategic advisor to sales leadership on complex transactions and own pricing guardrails, approval workflows, and cross-functional processes.

What you will do

• Serve as the primary point of escalation and strategic advisor for complex, high-value, and non-standard deal structures
• Own and continuously improve deal desk processes, pricing frameworks, approval matrices, and quote-to-cash workflows
• Partner cross-functionally with Legal, Finance, Product, Marketing, and Professional Services
• Establish and enforce deal governance, pricing policy, and discounting guardrails
• 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
• 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

Required qualifications

• 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
• Superior organizational skills
• Comfortable in a dynamic, fast-paced, high-growth technology environment
• Bachelor's degree (BA or BS) required
• Proficiency in Salesforce CRM

Nice to have

• experience with Salesforce CPQ

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits

About the company

Cockroach Labs has built database technology trusted to power mission-critical applications. The company is building Cockroach Continuum to meet the needs of AI-driven software infrastructure.