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Deal Desk Analyst

3 months ago

New York, United States Cockroach Labs Full time

What you build and where it takes you should be unrestricted by the capabilities of your database. That's why we created CockroachDB as the planet's most highly evolved, cloud-native, distributed SQL database. Making scale so simple you don't even have to think about it. Making data so resilient it becomes impossible to destroy. Making delivery so seamless, your apps run anywhere. Join us on our mission to build a different breed of database—one born in the cloud and built from the ground up to help companies of any size scale fast, survive disaster, and thrive everywhere.

About The Role

This is a highly visible role that involves extensive interaction with senior executives and staff members across multiple departments, including sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require building strong relationships with key members of these groups, leveraging collaboration and business acumen to assess requests and develop solutions that meet stakeholder needs. The ideal candidate will have a proven ability to proactively and effectively work with all organizational levels within a fast-paced high-technology company, particularly in interfacing between Sales teams and internal cross-functional stakeholders.  To be eligible for this role, you must be based in Austin, New York, or San Francisco. 

You Will

  • Provide 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 sales advisor to coach on objection handling techniques, contractual options, and standard business terms.
  • Serve as a sales advocate by liaising with Legal and Finance partners to address and resolve sales impediments.
  • Facilitate the sales approval and contract document generation processes, ensuring compliance with published sales and business approval policies.
  • Perform all Quote-to-Cash (QTC) processes throughout each phase of its lifecycle, including order generation and review, opportunity processing, and enabling downstream workflows. Ensure data quality is maintained for accurate forecasting and reporting.
  • Foster and maintain strong working relationships with critical business partners (e.g., Legal and Finance) to expedite the review and approval process.
  • Identify potential training issues and coordinate with internal teams to develop and deliver sales enablement tools (e.g., Product and Pricing FAQs, Sales Approval templates).
  • Collaborate with deal support teams (e.g., Legal and Finance) 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.

The Expectations

In your first 30 days, you will complete general and sales onboarding programs, familiarize yourself with our message and product, and take a deep dive into our current revenue processes, policies, and systems.

In your first 60 days, you will become familiar with our systems (particularly Salesforce), processing procedures, and the Deal Desk workflow. Gain exposure to the types of requests received and start processing opportunities.

After 90 days, you will field all types of Deal Desk requests, process all opportunities, and contribute to projects and ongoing initiatives in service of the team mission.

You Have

  • 3-5 years of experience in sales operations, sales, deal desk, order management and/or finance. 
  • A proactive, energetic, and customer-centric attitude with the ability to forge relationships at all organizational levels while providing responsive, first-class support to a high-growth sales organization.
  • Exceptional organizational skills with the ability to manage multiple deadlines simultaneously with superb attention to detail and accuracy.
  • Excellent verbal, written, and interpersonal communication skills.
  • Enthusiastic about identifying and recommending enhancements to our process and systems to increase efficiency, and supporting the design and implementation of these enhancements as required.
  • Comfortable with aggressive goals and continuous improvement.
  • Adaptable, flexible, and able to manage shifting and competing priorities.
  • BA or BS degree.
  • Proficiency with Salesforce CRM; experience with Salesforce CPQ is desirable.

Our Benefits

  • Competitive health insurance coverage (for you and your dependents)
  • Paid parental leave (with baby bucks)
  • Flexible time off 

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.

The annual anticipated base salary range for U.S. candidates for this role is USD $100,000 to $120,000, 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.