Senior Manager, Commercial Operations

| Remote
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Databases are the beating heart of every business in the world. Cockroach Labs is the creator of CockroachDB, the most highly evolved cloud-native, distributed SQL database on the planet that scales fast, survives anything, and thrives anywhere. We created CockroachDB to unshackle teams from the constraints of their database. Join us on our mission to enable every developer to build world-changing applications!

About the Role

The Sr. Manager, Commercial Operations has overall ownership of the entire order management process (quote to cash), including both direct and channel order processes and non-standard deal support. The Commercial Operations Manager must be proactive, extremely well organized, analytical, detail oriented and quality minded. In addition to leading order management end-to-end, the Sr. Manager will proactively identify and recommend improvements in process, policy and systems to drive efficiencies in operations across all cross-functional teams.   This role will be remote in the US.

You will

  • Build and lead the Order Management Process: Lead all Order Management Specialists to manage all QTC processes; owning all order management through each phase of its lifecycle, including order entry, booking and professional services operations. Manage leads and deal registration, implementing data entry import processes and ensuring proper data-quality standards. Responsible for performance management, career development and employee engagement of managers and associates.
  • Design and manage Deal Desk: Lead deal support team to address non-standard pricing/commercial terms and provide options to enable sales to address and overcome customer objections while maximizing revenue/bookings. 
  • Monitor operational results against objectives: Ensure accurate use of; owning inputs into the sales funnel to ensure data integrity. Handle escalated concerns and follow up to ensure positive resolution. Work with Systems and Tools as appropriate on system upgrades and integrations to support improving QTC tools and automation.  Report weekly to identify trends, and communicate risks to plan and forecasted goals. Drive performance targets for the Order Management team, keep stakeholders updated on performance.
  • Drive ongoing operational excellence: Identify synergies in cross functional teams to drive process consistency and best practices across the organization. Provide recommendations to continuously improve operations. Develop and execute on short and long term plans that align with Cockroach Labs sales objectives. Manage quarterly and annual budget targets for QTC operations.
  • Implement change initiatives: Manage and oversee multiple simultaneous process improvement initiatives which will require leadership and support across all business units. Constantly seek opportunities to improve sales and sales operations efficiency and effectiveness.
The Expectations

In your first 30 days, you will complete our general and sales onboarding programs and learn about our message and product. We believe that it's essential for you to take this first month to become familiar with our technology and our company. During this time, you will also take a deep dive into our current Revenue process, policy and systems in order to discern opportunities to build and scale. 

In your first 60 days, you will establish a list of priorities that will help us scale and begin to build a roadmap to execute. You will also determine the team structure needed in Commercial Operations to support across regions, products and selling motions.   

After 3 months, you'll be fully integrated into the team. You will begin executing on the priorities you have developed as well as develop a set of KPIs to measure success.  

You Have 

  • Ability to partner with a diverse team across theaters to provide first class operational support to a growing sales organization.
  • Ability to develop and maintain professional relationships both internally and externally with a level of collaboration that leads to quantifiable business results.
  • Proactively identify recommendations for process efficiency based on issues raised by sales and cross-functional teams.
  • Experience collaborating with peers, senior leaders and internal and external stakeholders to drive the business goals
  • Support development of revenue and operations strategy, understand priorities and execute operational plans
  • Ability to understand, create, and deliver top-quality, audience-appropriate communication
  • Optimize sales and operational efficiency through innovative thinking, process improvement and system enhancements and best practice sharing
  • Work with peers in all departments to determine impact of application changes on systems and processes and how it will affect sales and revenue operations workflows.
  • BA or BS degree. 
  • 8-12 years of business experience, with preferably 3-5 years in a sales operations role or business operations role.
  • 3-5 years of experience in cloud services desirable.
  • 2+ experience with people management; building and maintaining a team of “A+” players. 
  • Excellent analytical, reporting, data manipulation, dashboard creation; high expertise in Salesforce.
  • Proven ability to drive and communicate objectives, design and execute projects, and interact effectively across all levels, including executive management.
  • Detail oriented; and must be highly organized with the ability to manage towards multiple deadlines simultaneously.
  • Strong communication and interpersonal skills; must be able to foster & maintain strong partnering relationships with sales and internal departments.

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Technology we use

  • Engineering
  • Product
    • C++Languages
    • GolangLanguages
    • ReactLibraries
    • ReduxLibraries
    • CockroachDBDatabases
    • Google AnalyticsAnalytics
    • InVisionDesign
    • AirtableManagement


53 W 23rd St , New York, NY 10010

What are Cockroach Labs Perks + Benefits

Cockroach Labs Benefits Overview

Flexible Working: You are free to arrange your work schedule to meet your individual circumstances.

Wellbeing for All: We partner with Spring Health and an Employee Assistance Program to provide free counseling and support mental health on our team.

Flex Fridays: Focus on what drives and motivates you outside of core work responsibilities. This is your day to self-manage and grow in whatever way you choose.

Having Fun Together: We dedicate company time to bond over everything from trivia and karaoke to paint-alongs and fitness classes (even online!)

Team Trips: Twice a year we voyage beyond Manhattan’s shores. These might be trips to the Caribbean or to the mountains. The connections made in these environments build friendships and deepen the ties which make working together fun and productive.

Flexible Time Off: We care about productivity, not face time. Take time off when you need it.

Learning is Good: We provide $2500 annually to support learning and development through workshops, conferences, and networking events.

Paid Parental Leave (with baby bucks): We offer 12 weeks of paid parental leave to all new parents after 30 days with us, individualized transition time and re-entry support, plus $500 in baby bucks.

Health & Retirement: 100% health insurance coverage for you & your dependents; One Medical membership; Gym discounts; free Citibike membership; FSA; 401(k).

Volunteer in local community
Cockroach Labs does at least two bi-annual team-wide volunteer days, partners with BUILD NYC, and for every referral that gest hired, we donate $2,500-$5,000 to the referrer's charity of choice.
Eat lunch together
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Unconscious bias training
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Cockroach Labs' CREWS are groups to foster inclusivity and connection, including [email protected], Women of CRL, Infinite Colors (for neurodivergent people), and Roacher Pride. New Roachers can start one, too!
Hiring Practices that Promote Diversity
We've built a fairer hiring process including resume-blind, exercise-based interviews, implement rubrics across all of our hiring processes, and conduct regular unconscious bias training.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
100% Company-sponsored Medical, Dental, Vision, Basic Life, AD&D, and Disability Insurance for You, Your Spouse, Partner, and Dependents.
Wellness Programs
Mental Health Benefits
Cockroach Labs partners with Spring Health to provide complementary therapy sessions to all employees.
Retirement & Stock Options Benefits
Company Equity
Equity compensation is determined by the impact we expect an individual to have in their role paired with the risk that earlier employees took in joining the company.
Child Care & Parental Leave Benefits
Generous Parental Leave
8-12 Weeks of Family Leave + $500 Baby Bucks
Flexible Work Schedule
Cockroach Work Week: In-office Monday thru Thursday, with the option to work remotely on Fridays. Core Office Hours: 10am-4pm (except Tuesday Team Meeting from 5:00pm-6:00pm)
Remote Work Program
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Pre-tax Commuter Account & Paid Citi Bike Membership
Company Outings
Monthly Company Activities & Bi-Annual Company Trips
Free Daily Meals
Lunch Monday thru Thursday & Team Dinners Every Other Tuesday
Stocked Kitchen
Some Meals Provided
Happy Hours
Pet Friendly
Relocation Assistance
Relocation Assistance for You and Your Family to Move to NYC
Home Office Stipend for Remote Employees
We provide each Roacher with a $1,000 budget to improve their work-from-home setup.
Professional Development Benefits
Job Training & Conferences
$1500 Learning & Development Stipend + $1500 for Associated Travel
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
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