Deal Design Manager - Commercial Architect

About Cognite and our "Mission Moonshot"

Cognite is a global leader in industrial software, driving the generative AI era across manufacturing, energy, and continuous process industries. Our flagship Industrial DataOps platform, Cognite Data Fusion®, breaks down complex IT/OT/ET data silos to build a unified, contextualized data foundation. Through our strategic partnerships with global hyperscalers and system integrators, we help the world's industrial supermajors transition from localized "lighthouse" pilots to repeatable, high-ROI autonomous workflows scaled across the entire enterprise.

As we create Cognite 3.0, to fuel our high-velocity go-to-market engine, we are introducing a strategic, elite commercial profile: the Deal Design Manager.

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.

A snapshot of our many perks and benefits as a Cogniter