---
title: 'Deal Desk Manager, AMER at Cockroach Labs'
canonical: 'https://feeny.ai/job/deal-desk-manager-amer-cockroach-labs-new-york-1ggc1r3jx87s'
type: 'job'
last_seen: '2026-09-14'
---

# Deal Desk Manager, AMER at Cockroach Labs

- **Company:** Cockroach Labs
- **Location:** New York, NY
- **Compensation:** $142k–$185k
- **Posted:** 2026-07-28
- **Last confirmed live:** 2026-09-14
- **Apply:** https://www.cockroachlabs.com/careers/job/?gh_jid=8079608

## Job description

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.

Because when our customers win, we all win.

## The Role

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.

You Will

- 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

The Expectations

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.

You Have

- 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

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, 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.

## 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
- And more!

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits.

We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. 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.

Salaries for candidates outside the U.S. will vary based on local compensation structures.

This position will remain posted until filled. Applicants should apply via our Careers Page.

Annual Anticipated Base Salary Range (U.S) $142,000—$185,000 USD

## About Cockroach Labs

## Company Overview
- **One-liner**: Cockroach Labs builds CockroachDB, a cloud-native, distributed SQL database that helps businesses build and scale applications with resilience and consistency.
- **Entity Type**: Private (Series F)
- **Headquarters**: New York City, New York, USA
- **Founded**: 2015
- **Founders**: Spencer Kimball, Peter Mattis, Ben Darnell

## Core Business
- **Primary industry/industries**: Database Infrastructure, Cloud Software, Enterprise Technology
- **Target customers**: B2B, Enterprise, SMB, and developers building mission-critical, geo-distributed applications
- **Mission or purpose statement**: To simplify how businesses build and operate world-changing applications by eliminating database bottlenecks and downtime.

## Products & Services
- **[CockroachDB (Core/Enterprise)](/products)**: A distributed SQL database built on a transactional key-value store, offering horizontal scalability, strong consistency, and survivability across regions. Available as a self-hosted (open-source core) or fully managed cloud service (CockroachDB Serverless and Dedicated).
- **CockroachDB Cloud**: A fully managed, multi-cloud database-as-a-service (DBaaS) on AWS, GCP, and Azure, handling operational complexity.

## Market Standing
- **Valuation/Market Cap**: Valued at approximately $5 billion as of its Series F round in 2021 (most recent disclosed valuation).
- **Key Metric**: Total Funding – Over $635 million raised.
- **Notable Investors/Partners**: Sequoia Capital, Benchmark, Tiger Global Management, GV (Google Ventures), Index Ventures, Redpoint Ventures, Altimeter Capital, and Bond.
- **Growth Signals**: Strong adoption by enterprise customers and startups; expansion of cloud offerings (Serverless, Dedicated); opening of new engineering offices (e.g., Toronto); consistent publication of research papers and contributions to the open-source community.

## Competitive Advantages
- **Technology Moat**: CockroachDB is one of the few databases that natively supports consistent, geo-distributed transactions with SQL semantics, a notoriously hard engineering problem. Its architecture (based on the Raft consensus protocol and a distributed key-value store) provides high availability and strong consistency without manual sharding.
- **Open-Source Ecosystem**: The core database is open-source (BSL license), fostering a large community, contributions, and widespread adoption, which creates a strong network effect and brand loyalty.
- **Cloud-Native by Design**: Built from the ground up for modern cloud environments, it runs on all major cloud providers and offers a seamless multi-cloud experience.

## Strategic Focus
- **Cloud Expansion**: Aggressively growing its managed cloud business (CockroachDB Cloud) to capture the growing DBaaS market and reduce operational overhead for customers.
- **Developer Experience**: Investing heavily in developer tools, SQL compatibility, and ease of use to lower the barrier to entry for teams migrating from legacy databases like PostgreSQL.
- **Enterprise Sales**: Targeting large enterprises with mission-critical applications that require zero downtime and global scale.
- **Multi-Region Capabilities**: Simplifying multi-region deployment with new SQL syntax and configuration options to make geo-distributed applications more accessible.

## Why Work Here
- **Culture**: Cockroach Labs emphasizes a culture of "good ideas come from everyone," collaboration, and leadership regardless of title. They have employee resource groups (CREWS) like Women at Cockroach Labs, Roacher Pride, AsianPI at CRL, and Black at CRL.
- **Work Model**: The company has an **office-first approach** (hybrid), requiring employees to be in one of their offices (NYC, Toronto, or other hubs) on Monday, Tuesday, and Thursday, with flexibility the rest of the week. Remote roles are reserved for specific field sales and enterprise architecture positions.
- **Benefits & Perks**: Competitive health insurance, paid parental leave, flexible PTO, learning & development budget, relocation support, and an employee referral bonus.
- **Engineering Culture**: Engineers work with a modern stack (Go, Kubernetes, Terraform, Prometheus) on a category-defining product. The company is committed to open source, continuous improvement, and publishing research. Onboarding includes a structured 30-day program.
- **Interview Process**: They use an "open interview process" with exercise-based assessments (coding, system design, case studies) to reduce bias and focus on skills rather than resumes. They aim for a fair, transparent, and two-way conversation.

## Sources
1. [Cockroach Labs Careers Page](https://www.cockroachlabs.com/careers/)
2. [Cockroach Labs Open Positions](https://www.cockroachlabs.com/careers/open-positions/)
3. [Cockroach Labs Open Interview Process](https://www.cockroachlabs.com/careers/open-interview/)
4. [Cockroach Labs Product & Engineering](https://www.cockroachlabs.com/careers/product-and-engineering/)
5. [Cockroach Labs Jobs (Greenhouse)](https://job-boards.greenhouse.io/cockroachlabs)

## Other roles at Cockroach Labs

- [Sales Development Representative](https://feeny.ai/job/sales-development-representative-cockroach-labs-austin-5nzw9gpr4vjd) — Austin, TX
- [Principal Partner Solutions Architect](https://feeny.ai/job/principal-partner-solutions-architect-cockroach-labs-new-york-619tw0zh8v2v) — New York, NY / San Mateo, CA
- [Executive Administrative Partner to the CEO](https://feeny.ai/job/executive-administrative-partner-to-the-ceo-cockroach-labs-new-york-z3aqe078gfj1) — New York, NY
- [Member of Technical Staff](https://feeny.ai/job/member-of-technical-staff-cockroach-labs-new-york-svesxr0t61e4) — New York, NY / San Mateo, CA / Toronto, Canada
- [Staff Product Marketing Manager, Developer Experience](https://feeny.ai/job/staff-product-marketing-manager-developer-experience-cockroach-labs-new-york-0xgtnr7thgej) — New York, NY
- [Sr. Partner Marketing Manager](https://feeny.ai/job/sr-partner-marketing-manager-cockroach-labs-new-york-e0v9sdrqvrqj) — New York, NY
- [Strategy and Operations Manager, GTM - EMEA](https://feeny.ai/job/strategy-and-operations-manager-gtm-emea-cockroach-labs-london-9drzzxp6aaxj) — London, United Kingdom
- [Sales Development Representative, Singapore](https://feeny.ai/job/sales-development-representative-singapore-cockroach-labs-singapore-8nyk1e7m7qy4) — Singapore
- [Sales Development Representative, Australia](https://feeny.ai/job/sales-development-representative-australia-cockroach-labs-australia-gdhvn32qshn5) — Australia
- [Sr. HR Business Partner, GTM](https://feeny.ai/job/sr-hr-business-partner-gtm-cockroach-labs-new-york-etyyzwp4qhep) — New York, NY