Deal Design Manager (Commercial Architect)
About this role
Translating complex industrial data integration requirements into optimized commercial packages forms the daily focus of this position. Operating within the Global Revenue Operations team, the Deal Design Manager acts as a strategic advisor and commercial architect for high-value enterprise software transactions across global markets. Working under the VP of Deal Desk, the selected professional partners with sales leaders to design creative deal structures, trade-off analyses, and alternative options that safeguard core commercial drivers such as annual recurring revenue growth and service margins. Without owning a sales quota or customer relationship directly, this non-customer-facing practitioner ensures revenue compliance, challenges pricing deviations, and unbundles service-heavy agreements.
Collaboration spans across legal, finance, product management, and executive teams to streamline internal approval bottlenecks and align deal terms effectively. Advanced GenAI tools and automated proposal engines are utilized to conduct first-pass reviews of draft proposals, identifying non-standard liabilities and revenue recognition risks. Candidates who thrive in this environment possess a strong background in commercial deal architecture, enterprise SaaS transactions, and cross-functional orchestration within the industrial software or technology sector.
What you will do
- Partner as a strategic advisor to sales leaders on complex, multi-year enterprise SaaS transactions by designing creative commercial options and alternative structures.
- Act as the primary enabler for revenue compliance through principled negotiation, margin governance, and appropriate challenges to pricing model deviations.
- Participate directly in customer-facing commercial discussions when requested to explain pricing models, structured contract clauses, and overall deal value.
- Lead the alignment of deal terms across legal, finance, product management, and the executive team to streamline internal approval bottlenecks.
- Deploy, calibrate, and leverage advanced GenAI tools to conduct comprehensive first-pass reviews of draft proposals and identify revenue recognition risks.
- Maintain pristine data hygiene within Salesforce by auditing deal terms, tracking contract exceptions, and building predictable executive margin-impact models.
What you need
- Demonstrated professional experience in commercial deal architecture, deal desk operations, or revenue operations within enterprise SaaS environments.
- Proven capability in structuring complex, multi-year software transactions and navigating sophisticated pricing models.
- Strong cross-functional orchestration skills with experience aligning legal, finance, product, and sales stakeholders.
- Familiarity with revenue compliance, gross margin governance, and revenue recognition standards such as ASC 606.
- Experience leveraging sales technology platforms, CPQ systems, and customer relationship management tools like Salesforce.
Benefits
- Competitive compensation
- 401(k) with employer matching
- Competitive health, dental, vision & disability coverages for employees and all dependents
- Unlimited PTO
- Paid Parental Leave Program
- Employee Referral Program
Skills and tech stack
Questions candidates ask
Where is this role located?
This role is based in the USA with a location in Houston.
Does this role involve owning a sales quota or customer relationship?
In this role, you do not own the sales quota or the customer relationship. The Sales Representative is the ultimate account owner and is fully accountable for closing the deal.
What team does this position report into?
Operating under the leadership of the VP of Deal Desk, you will serve as a strategic advisor and commercial architect for our high-value enterprise software transactions across our global markets.
The application is on the official Cognite - AI for Industry careers page.
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