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Cognite is a global leader in industrial software, driving the generative AI era across manufacturing, energy, and continuous process industries. The company's flagship Industrial DataOps platform, Cognite Data Fusion®, breaks down complex IT/OT/ET data silos to build a unified, contextualized data foundation.
The Deal Design Manager is a high-influence, non-customer-facing strategic position within Global Revenue Operations, reporting to the VP of Deal Desk. This role serves as a trusted commercial advisor and architect for high-value enterprise software transactions across global markets.
Unlike traditional sales roles, this position does not own sales quota or customer relationships. Instead, you partner closely with Sales Representatives and Regional Revenue Presidents as their trusted commercial advisor, translating complex industrial data integration requirements into optimized, creative commercial packages. You provide expert guidance, structuring options, and trade-off analyses to find optimal commercial solutions that secure customer commitment while prioritizing Cognite's core drivers: ARR growth, service margin, and product scalability.
Key responsibilities include:
**Commercial Deal Architecture:** Partner strategically with sales leaders on complex, multi-year enterprise SaaS transactions. Design creative commercial options and alternative structures where no clear precedent exists, equipping Sales with multiple paths to yes.
**Strategic Negotiation & Margin Governance:** Act as the primary enabler for revenue compliance, appropriately challenging pricing deviations and unbundling service-heavy agreements to optimize high-margin software components. Serve as the commercial subject matter expert and participate in customer-facing discussions when needed to explain pricing models and deal value.
**Cross-Functional Orchestration:** Lead alignment of deal terms across Legal, Finance, Product Management, and Executive teams to streamline approval bottlenecks. Guide Sales Reps in optimizing commercial elements, helping unbundle service-heavy agreements and suggesting software-led or partner-driven delivery alternatives that protect long-term gross margins.
**GenAI-Powered Governance:** Champion optimization of commercial governance processes by deploying advanced GenAI tools (automated proposal engines, LLM-based contract/SLA scanners) to conduct first-pass reviews, identifying non-standard liabilities, revenue recognition risks (ASC 606), and pricing leaks. Convert complex pricing frameworks and negotiation playbooks into reusable assets.
**Operational Leverage & Scalability:** Design automated GenAI prompts, CPQ templates, and discounting guardrails that create leverage and make the GTM team more autonomous and effective.
**Revenue Ops Continuity:** Maintain data hygiene within Salesforce, audit deal terms, track contract exceptions, and build predictable executive margin-impact models. Support Sales Enablement in establishing training on CPQ best practices, database hygiene, and AI-driven deal auditing.
Your mandate is to lead the commercial design workstream, shape robust and creative deal frameworks, and actively multiply the capabilities of the wider GTM team by establishing repeatable playbooks and mentoring.
**Requirements:** The posting does not explicitly state years of experience, education, or specific certifications required. However, the role demands expertise in enterprise SaaS commercial structuring, revenue operations, deal architecture, margin governance, and familiarity with CPQ systems, Salesforce, and ASC 606 revenue recognition principles. Experience with GenAI tools and the ability to mentor cross-functional teams is expected.
