Job description

Category-defining tech. Career-defining work. For more than a decade, Cockroach Labs has built database technology trusted to power some of the world's most mission-critical applications. Now, as AI transforms how software is created and operated, the infrastructure behind it has to keep pace. Cockroach Continuum is built to meet this moment, bringing individual databases together into one fleet designed for agentic applications, where AI agents help teams provision, scale, and optimize workloads at machine speed. The customers you'll work with are some of the most innovative businesses in the world, and the problems they're trying to solve are real and urgent. You'll bring a genuinely differentiated product to a market moving fast, at a company positioned to lead it. The people who thrive here are the ones who want to own that opportunity. The Role Our Account Executives target and close new business with some of today’s most innovative companies. In this role, you’ll both nurture inbound leads in your territory with marketing-led support as well as prospect into a target list of select accounts. You will do this by driving opportunities through the entire sales cycle from pipeline generation to closure, employing a value-oriented sales methodology with a focus on use cases spanning customer data and marketing activation. The ideal candidate will have the aptitude and passion for becoming an expert in CockroachDB’s product capabilities, business impact, and competitive advantages and loves to build long-lasting relationships with customer needs at the center. While location for this role is flexible, you must be based in the Northeast region of the United States to be eligible. You Will Close new logos and expand existing business within an assigned territory, meeting and exceeding sales goals through prospecting, qualifying, managing, and closing sales opportunities Leverage and coordinate cross-functional internal teams (Sales Development, Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles Maintain, build and own specific relationship maps for your territory, including existing relationships and aspirational contacts Lead compelling presentations of CockroachDB’s product and vision to a broad range of audiences, from c-level executives to individual contributors Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities The Expectations In your first 30 days, you will learn about CockroachDB and will be able to pitch the product proficiently. We believe that it is necessary for you to build this foundation so you can successfully engage with existing accounts and grasp the sales strategy. Upon completion of your first month, you will have built cross-functional relationships and will have started building your strategy for account penetration. After three months, you'll have a sound plan for account strategy and mapping. You have started building relationships with several leaders across your region and are beginning to understand their challenges and how CockroachDB can help solve them. After six months, you will have 3x your quota in pipeline and will have at least 3 POCs in process. You Have 8-10+ years of experience selling enterprise solutions and demonstrated success in software sales within the database ecosystem or adjacent technologies Experience leading large and complex sales cycles within the C-Level at Fortune 500 companies A consultative and value-based approach to selling software for cloud, on-premise and hybrid deployments The ability to assess customer needs and build valuable, trusted relationships at all levels A track record of overachievement and hitting sales targets Expert time management and resource skills Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at accessibility@cockroachlabs.com . Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work. Benefits Stock Options Medical Insurance Vision Insurance Dental Insurance Life and Disability Insurance Professional Development Funds Flexible Time Off Paid Holidays Paid Sick Days Paid Parental Leave Retirement Benefits Mental Wellbeing Benefits And more! The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted. Salaries for candidates outside the U.S. will vary based on local compensation structures. This position will remain posted until filled. Applicants should apply via our Careers Page. Annual Anticipated Base Salary Range (U.S) $145,000 — $190,000 USD

Requirements

Must-haves

Category-defining tech. Career-defining work.
While location for this role is flexible, you must be based in the Northeast region of the United States to be eligible.
Close new logos and expand existing business within an assigned territory, meeting and exceeding sales goals through prospecting, qualifying, managing, and closing sales opportunities
Leverage and coordinate cross-functional internal teams (Sales Development, Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles
Maintain, build and own specific relationship maps for your territory, including existing relationships and aspirational contacts
Lead compelling presentations of CockroachDB’s product and vision to a broad range of audiences, from c-level executives to individual contributors
Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities
The Expectations
After six months, you will have 3x your quota in pipeline and will have at least 3 POCs in process.
8-10+ years of experience selling enterprise solutions and demonstrated success in software sales within the database ecosystem or adjacent technologies
Experience leading large and complex sales cycles within the C-Level at Fortune 500 companies
A consultative and value-based approach to selling software for cloud, on-premise and hybrid deployments
The ability to assess customer needs and build valuable, trusted relationships at all levels
A track record of overachievement and hitting sales targets
Expert time management and resource skills

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiaccessibilityrest

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave

Professional Development