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 Analyst will play a critical role in supporting large, complex, and non-standard sales transactions. The ideal candidate will act as a strategic advisor to the sales organization while collaborating cross-functionally with Legal, Finance, Product Management, Marketing, and Professional Services. This role involves extensive interaction with senior executives and staff members and will require someone highly motivated and detail-oriented. Success as a Deal Desk Analyst will require building strong relationships with key members of the organization, leveraging collaboration and business acumen to assess requests, and develop solutions that meet stakeholder needs. 

Candidates must be located on the West Coast to be considered for this role. 

You Will

• Provide strategic business, pricing, product knowledge, and analytical support to sales for large, complex, non-standard transactions.
• Collaborate with designated sales teams to offer pricing and deal structuring guidance.
• Act as a trusted advisor to sales, offering coaching on objection handling, standard terms, and contract structures.
• Facilitate deal approvals and contract document generation in alignment with established policies and processes.
• Improve and automate deal desk workflows, including approval routing, alerts, and standardized contract terms.
• Own Quote-to-Cash (QTC) processes across the opportunity lifecycle, ensuring data accuracy for forecasting and reporting.
• Collaborate with internal partners (Legal, Revenue Recognition, Finance) to expedite reviews and approvals.
• Identify training needs and create enablement tools such as FAQs, templates, and playbooks.
• Drive process improvements, tool enhancements, and best practices to support scalable deal desk operations.
• Contribute to operational readiness for new business lines and system integrations.
• Support Revenue Operations projects and initiatives as required.

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

• 5-7+ years of experience in Deal Desk, financial analysis, sales operations, pricing, or related fields. 
• Proven ability to collaborate with multiple departments and influence at all organizational levels.
• Strong customer-focused attitude with a proactive and energetic work ethic.
• Excellent communication and interpersonal skills.
• Superior organizational skills with the ability to manage multiple priorities 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 is a plus.

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!