Deal Design Manager (Commercial Architect)

What Cognite is: Relentless to achieve

Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve the world's hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you'll feel right at home here.

Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.

The Opportunity: Deal Design Manager

Operating under the leadership of the VP of Deal Design and Governance, the Deal Design Manager is a high-influence, enterprise-level commercial strategist, and process leader.

While the Sales Representative remains the ultimate account owner and is fully accountable for closing individual transactions, you own the strategic design of the global systems, frameworks, and pricing policies that allow them to do so. You operate as an Enterprise Partner (EDF 4) to Regional Revenue Presidents, SVPs, and the Senior Leadership Team (SLT), defining and protecting the strategic boundaries and cross-functional dependencies between Sales execution, Corporate Finance, Legal risk, and Product roadmap realities.

You do not simply process transaction-level approvals or configure IT systems; you take accountability for the long-term performance, scalability, and systematic compliance of Cognite's global commercial engine. You will transform traditional deal friction into predictable, high-velocity, and self-correcting commercial frameworks that protect SaaS margins and speed up global enterprise transactions.

Key Responsibilities & Outcomes

• Enterprise Commercial Architecture (Strategize): Partner as a strategic architect on our absolute largest, multi-region, multi-million-dollar flagship enterprise SaaS transactions. Co-design highly creative, value-driven pricing options and strategic trade-off structures where no clear precedent exists, establishing repeatable frameworks for the wider sales team.
• Executive Strategic Partner & Client-Facing Alignment (Enterprise Partner): Act as the ultimate commercial subject matter expert. Step into high-stakes customer-facing discussions alongside regional sales presidents to present complex value-based pricing models, consumption-based architectures, and hybrid contract structures directly to client-side executive sponsors and procurement teams.
• Escalation Synthesis & High-Impact Influence (Synthesize): Serve as the definitive escalation point for highly complex, high-risk contract variances. Leverage deep analytical credibility and strong professional opinions to make high-stakes commercial recommendations under intense ambiguity, aligning various departments with high-level corporate goals.
• Cross-Functional Interlock Governance (Strategize): Define and negotiate clear, global cross-functional organizational interlocks between GTM, Finance, Legal, and Product. Streamline structural approval bottlenecks, resolve cross-departmental communication failures, and establish predictable, pre-governed swimlanes for non-standard deal terms.
• Systemic GenAI Governance & Process Automation (Scale): Lead the implementation and calibration of advanced GenAI-powered commercial governance engines. Architect and oversee automated workflows for "first-pass" proposal reviews, contract/SLA risk scanners, and automated ASC 606 compliance audits, transforming traditional operations into a highly scalable, tech-enabled system.
• System Performance & Capability Raising (Ownership): Take accountability for the continuous self-correction and health of the global deal desk system. Establish database hygiene standards, monitor margin leakage, and design global commercial enablement programs to raise the collective execution capability of the entire GTM organization.

Benefits

A snapshot of our many perks and benefits as a Cogniter:

• 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