Deal Desk Manager - New York, San Francisco, or Austin

Cockroach Labs is the creator of CockroachDB, the most highly evolved cloud-native, distributed SQL database on the planet that scales fast, survives anything, and thrives anywhere. We created CockroachDB to unshackle teams from the constraints of their database. Join us on our mission to enable every developer to build world-changing applications.

This is a highly visible position that requires extensive interaction with senior leaders across sales, marketing, product management, finance, support, legal, and professional services.  Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business thinking skills to assess requests and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-technology company, particularly interfacing between Sales teams and internal cross-functional stakeholders. By partnering closely with Sales Leaders and their teams, the Deal Desk Manager continuously strives to improve cross-functional business processes as Cockroach Labs scales. 

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Tuesdays and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

For this role, you must be based near San Francisco, New York, or Austin or be willing to relocate and will be expected to come into the office two days a week.

• Provide business, pricing, product knowledge, and analytical support to sales for large, complex, non-standard transactions. 
• Engage with designated sales teams to provide pricing & deal structuring guidance. 
• Function in sales advisory capacity to coach sales on objection handling techniques, contractual options, and standard business terms.
• Function as a sales advocate to liaise with Legal and Finance business partners to address/resolve sales impediments.
• Facilitate the sales approval and/or “standardized” contract document generation processes. Ensure compliance with published sales & business approval policies.
• Streamline and automate the process for non-standard deal approvals, e.g. thresholds and rules, approver roles and responsibilities, approval routing and workflow design, automated exception alerting and communications, and the creation of a hierarchy of special terms, tips/techniques and recommended workarounds. 
• Maintain deal and opportunity forecasting, reconciling weekly updates to ensure accuracy. 
• Foster and maintain strong working relationships with critical business partners (e.g. Revenue Recognition, Legal, Finance, etc.) expedite the review & approval process.
• Identify potential training issues and coordinate with internal teams to develop & deliver sales enablement tools (e.g. Product & Pricing FAQ’s, Sales Approval templates, etc.).
• Work with deal support teams (e.g. Legal, Revenue Recognition, Finance, etc.) to address complex pricing/commercial terms and provide options to enable sales to address and overcome customer objections while maximizing revenue/bookings.
• Undertake other Revenue Operations responsibilities and projects as needed.

In your first 30 days, you will complete our general and sales onboarding programs and learn about our message and product. We believe it is essential for you to take this first month to become familiar with our technology and our company. During this time, you will also take a deep dive into our current Revenue processes, policies, and systems.

After 60 days, you will actively participate in the deal-making process, collaborating with cross-functional teams to review, approve, and negotiate business opportunities. You'll identify areas for process improvements and develop relationships with team members and cross-functional stakeholders, while taking on increased responsibility for managing non-standard deal requests.

In your first 90 days, you will take on additional projects to scale the Deal Desk function such as process improvements and documentation as well as participate in cross-functional initiatives that intersect with deal effectiveness. (e.g., new pricing and monetization initiatives) Finally, you will also drive the set up of KPIs and goals for the process and team.  

• 5-7+years of relevant experience in deal desk, finance, contracts, or sales operations roles
• Experience with complex sales cycles 
• Ability to read, understand and draft contractual business terms and conditions
• Advanced understanding of revenue recognition principles and US GAAP
• Strong communication and presentation skills (written and verbal)
• Experience working in a fast-paced environment, preferably with SaaS and Consumption business models
• Customer service mindset with a desire to help others succeed
• Proven ability to partner with sales teams on forecasting, pipeline management, deal management and/or order/transaction processing
• Strong problem-solving skills and ability to prioritize multiple projects
• Expertise in CPQ tools and deep SFDC knowledge
• High emotional intelligence with a service-minded attitude
• Bachelor's degree in Business Administration, Finance, Economics, or related fields

• Competitive Health Insurance Coverage (for you & your dependents!)
• Paid Parental Leave (with baby bucks)
• Flex Fridays
• Flexible PTO & Flexible Hours
• Learning & Development Budget
• Relocation Support (as applicable)

The annual anticipated base salary range for U.S. candidates for this role is USD $125,000 to $170,000, plus commission if a sales role. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location.  Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted. Salary is one component of the Cockroach Labs’ total rewards package, which includes stock options, health insurance, life and disability insurance, funds towards professional development resources, flexible PTO, paid holidays, and parental leave, to name a few! Salaries for candidates outside the U.S. will vary based on local compensation structures.