Account Executive, Cockroach Labs
Cloud-native, distributed SQL database
Open for applications
Cloud-native, distributed SQL database
501-1000 employees
Open for applications
501-1000 employees
Company mission
Cockroach Labs' mission is to make data easy by providing an industry-leading model for resilience, horizontal scalability to accommodate fast-growing businesses, and the ability to move data close to business' customers, wherever they reside across the globe.
Role
Who you are
- 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
- 7-9+ years of field quota-carrying, solution-selling experience, 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
- The ability to assess customer needs and build valuable, trusted, relationships at all levels
- Experience leading a consultative sales approach and negotiations in a complex software environment with a successful track record
- A strong ability to connect with customers by actively listening to determine their needs
- A track record of overachievement and hitting sales targets
- Expert time and resource management skills
What the job involves
- In this role, you’ll focus on uncovering the pain points these organizations face as they evaluate migrating to a modern data solution, delivering the appropriate CockroachDB solution based on their needs
- You will do this by helping key stakeholders at target accounts understand how Cockroach Labs’ solutions can improve their business objectives and outcomes, ultimately driving the buying process forward.
- Be responsible for a select number of key accounts that generate a significant amount of revenue for Cockroach Labs. These customers are typically complex in organizational structure and require a solution-selling approach to closing deals
- Lead a cross-functional account team (marketing, sales engineering, product, customer support) in the development and execution of detailed account plans and strategies to grow existing footprint within existing customers and secure new logo customers
- Be the primary partner to the customer and their liaison to Cockroach Labs, and act as an ambassador for the customer internally within the Cockroach Labs team. You are excellent at building relationships within an account and have a knack for understanding customers’ pain points and how CockroachDB will solve them
- Provide accurate forecasting for in and out-of-quarter opportunities and quarterly revenue commitments. You are very data-driven and understand the importance of accurately representing forecasts and how that maps to a high win rate of qualified opportunities
- 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 nine months, you will have 3x your quota in pipeline. You will also have finalized account plans for 3 of your largest accounts and have at least 3 POCs in process
Our take
Cockroach Labs was founded by a team of ex-Google employees who wanted to build a database management system similar to Google’s Spanner. The result is CockroachDB, an open-source distributed SQL database. It offers local or global scaling with familiar SQL, failproof fault tolerance, and guaranteed transaction consistency, and can be deployed across any cloud.
Maintaining full SQL compliance with global cloud capabilities will help Cockroach Labs take advantage of the wave of companies needing to scale their existing SQL databases onto the cloud. Cockroach Labs grew from a $2 billion valuation to $5 billion in under a year, proving itself as an enticing and approachable prospect in this developing sector.
It already commands a high-end raft of clients including Comcast, Bose, and Baidu - but competition is stiff, particularly with industry giants like Oracle and AWS. Its hope is that CockroachDB’s high failure tolerance and geo-distribution will provide attractively swift functionality whilst allowing customers to remain within their legal jurisdictions - and will prove pivotal in 5G use cases. Its success to date, targeted updates to ease network migrations, and its recent expansion into EMEA markets, suggest it has a strong shot.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Dec 2021
$278m
SERIES F
Jan 2021
$160m
SERIES E
Total funding: $633.2m
Company benefits
- Employee referral bonus + donation match
- Connect and Contribute days
- Flexible Working
- Spring Health and an Employee Assistance Program to provide free counseling and support mental health
- $2500 annually to support learning and development through workshops, conferences, and networking events
- We dedicate company time to bond over everything from trivia and karaoke to paint-alongs and fitness classes
- Flexible Time Off
- 100% health insurance coverage & One Medical membership
- Gym discounts & free Citibike membership
- FSA
- 401(k)
- 12 weeks of paid parental leave & $500 in baby bucks
- Relocation Support
Company values
- Commit to Excellence
- Respect Each Other
- Establish Balance
- Communicate Openly & Honestly
Company HQ
Chelsea, New York, NY
Articles
Leadership
Spencer Kimball
(Co-founder & CEO)Worked at WeGo Systems as CTO for 3 years before joining Google as a Software Engineer for almost 10 years. Also, previous CTO of Viewfinder and Engineer at Square.
Peter Matiss
(CTO)Previously Software Engineer at Square, Co-Founder at Viewfinder and Software Engineer at Google.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 7 more jobs at Cockroach Labs