VP of Demand Generation & Marketing Operations, Cockroach Labs
$230-300k
Plus Stock Options
More information about location
3 days a week in office
Distributed SQL for always-on customer experiences
Be an early applicant
Distributed SQL for always-on customer experiences
501-1000 employees
Be an early applicant
$230-300k
Plus Stock Options
More information about location
3 days a week in office
501-1000 employees
Company mission
To simplify how businesses build and operate world-changing applications.
Role
Who you are
- 12+ years of experience in demand generation, marketing operations, or growth marketing within B2B SaaS, with a deep understanding of enterprise sales cycles and technical buyer personas
- At least 5 years in a senior leadership role owning both pipeline creation and marketing infrastructure, with a proven ability to manage, mentor, and scale high-performing teams in a dynamic environment
- Direct experience managing a combined demand gen and marketing ops function, or a strong track record of unifying previously siloed teams under a single operating model
- Deep fluency in the modern marketing tech stack: Marketo (or HubSpot), Salesforce, ABM platforms, enrichment tools (Clay, ZoomInfo, Clearbit), orchestration layers, and campaign analytics. You understand how these systems work under the hood, not just how to manage vendors
- A builder's mindset. You have personally architected or overseen the build of automated workflows, agentic systems, or marketing automation at scale
- Experience scaling B2B demand generation in a technical, developer-oriented market. Enterprise infrastructure, database, or cloud software experience is a strong plus
- A strategic mindset complemented by a hands-on approach. You can set a two-year vision and also get into the weeds on a Marketo workflow or a Clay integration when the situation requires it
- Needs to have managed a team of 8-10 before and ideally larger. This role starts with ~10 directs and indirects across two functions
What the job involves
- Cockroach Labs is hiring a Vice President of Demand Generation & Marketing Operations to lead a unified function that combines pipeline creation, marketing operations, and agentic-led account programs under one team
- This is a new role created as part of a broader marketing transformation
- You will own everything from digital demand generation and campaign execution to the operational infrastructure, automation platform, and data pipelines that power the marketing engine
- This leadership position demands a systems thinker who can tie together demand gen strategy, marketing technology, AI-powered workflows, and a growing account-play motion into a single operating model
- A key aspect of this role involves working closely with peers in sales development, field marketing, corporate marketing, the data team, and RevOps to ensure the marketing operations and demand gen functions are aligned with broader revenue goals and company strategy
- You will inherit a team of experienced builders and operators who are already deep into AI-powered workflows: a revenue agent in production pilot, Clay-based account acquisition running across vertical pods, automated SDR sequencing through Outreach and Nooks, and the foundation of a self-serve campaign platform built on our internal AI platform
- The infrastructure exists. What we need is the senior leader who ties it together, sets the strategic direction, and scales it. This is not a traditional demand gen leadership role
- We are rebuilding the marketing operating model around AI, and the right leader is energized by that opportunity. If your playbook is limited to paid media, MQL targets, and Marketo campaigns, this isn't the right fit. We're looking for someone who thinks in systems, builds with data, and understands that AI is collapsing the cost of marketing execution
- Own pipeline creation across paid & organic. You own the number. Digital marketing strategy and execution across paid search, paid social, display, content syndication, and retargeting. Campaign strategy & planning (in tandem with Product Marketing), and performance optimization across all digital channels
- Own the marketing technology stack end-to-end: and the enrichment and scoring layers that feed them. Drive tool rationalization and vendor management for all marketing-owned platforms
- Own SDR operations: the revenue agent platform, prospecting automation, contact enrichment, event follow-up workflows, and Outreach/Nooks tooling. Your ops team builds the systems that the SDR organization runs their plays on
- Own ICP modeling, account targeting, and the data infrastructure behind attribution and ROI reporting. Build the measurement framework that the team uses to make resource allocation decisions
- Own the agentic-led account play motion. Cohort-based account selection, AI-assembled microsites, gifting triggers, event invitations, geo-targeted ads, and automated multi-channel execution. You provide strategic direction and operational infrastructure to scale this to X plays per week running semi-autonomously
- With the web and design team build out the self-serve campaign execution infrastructure that lets the rest of the company run marketing plays with appropriate guardrails. This is the operational backbone of our marketing democratization thesis: anyone at Cockroach Labs with a good idea and a target audience should be able to launch a marketing play through the platform, with marketing providing oversight and quality governance, not labor
- Build and manage a combined team of approximately 10 people across demand generation, marketing operations, and account programs. Recruit and develop high-performing marketing talent. Set the cadence: how the team plans, builds, ships, and measures
- In your first 30 days:
- Build conviction quickly. Get grounded in Cockroach Labs’ ICP, GTM motion, sales cycle, competitive position, pipeline dynamics, and buyer journey. Develop a first-principles view of where we can capture more market
- Build the relationships that matter. Establish strong partnerships with Sales Development, Sales, Product Marketing, Product, Field Marketing, RevOps, Data, and Web. Understand where demand generation can create the most leverage
- Create momentum, not just analysis. Identify the highest-impact opportunities across demand generation, website conversion, PLG, account-based programs, paid and organic distribution, and AI-powered workflows. Make smart calls and start improving the system quickly
- Set a bias-for-action operating rhythm. Establish how the team plans, prioritizes, ships, and measures work, including campaign execution, performance reviews, experimentation, and cross-functional decision-making
- Apply AI with purpose. Identify where AI can immediately improve speed, quality, personalization, and scale across campaigns, account plays, SDR workflows, audience targeting, and content distribution
- In your first 60 days:
- Own the pipeline motion. Take ownership of demand generation targets and develop a clear view of what is driving pipeline, what is underperforming, and where the fastest growth opportunities exist
- Launch high-impact programs. Ship campaigns and experiments across paid, organic, lifecycle, ABM, partner, content distribution, website conversion, and event follow-up channels. Move quickly from strategy to execution
- Reinvigorate ICP capture. Partner with Product Marketing, Product, Web, and Sales to sharpen how we reach, convert, and expand our highest-value audiences
- Advance PLG and website growth. Develop a point of view on how the website, product experience, and self-serve journeys can become stronger sources of qualified demand
- Scale the agentic account play. Improve the existing AI-led account program by tightening cohort selection, messaging, sales feedback loops, conversion logic, and execution velocity
- Make marketing operations an execution advantage. Ensure the tech stack, data flows, scoring, routing, enrichment, and campaign infrastructure help the team move faster and make better decisions
- In your first 90 days and beyond:
- Turn the team into a high-velocity execution engine. Build an operating model where the team ships consistently, measures honestly, learns quickly, and improves every cycle
- Scale AI-powered growth programs. Move agentic account plays from promising pilots to a repeatable, semi-autonomous engine that can run targeted programs at scale
- Expand market capture through stronger distribution. Partner with Product Marketing, Product, Web, and Corporate Marketing to improve how Cockroach Labs reaches and converts its ICP across search, content, paid channels, product journeys, community, events, partners, and the website
- Strengthen PLG and self-serve demand. Define how product-led and sales-led motions work together, turning developer interest, product engagement, and technical evaluation into qualified pipeline
- Build trusted measurement without slowing execution. Develop the attribution, ICP modeling, funnel reporting, and ROI framework needed to guide better decisions, faster
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 that delivers familiar SQL, strong consistency, and near-indestructible fault tolerance. Designed to scale locally or globally and deployed on any cloud or on-prem setup, it keeps mission-critical applications running even through hardware failures or full data-center outages.
A major milestone in the company's growth is its partnership with IBM, which integrates CockroachBD into IBM's hybrid infrastructure. This makes it far easier for long-standing mainframe users to modernize without rewriting massive amounts of code. Running CockroachDB on systems like LinuxONE, Linux on Z, Power Systems, and Red Hat OpenShift helps organizations adopt cloud-native architectures while staying in environments they trust. At the same time, enterprise demand is surging, and the company is boasting significant year-on-year growth in new customers, ARR, and cloud adoption.
As applications become more global, always-on, and increasingly AI-driven, businesses need databases built for scale, resilience, and zero downtime. And CockroachDB was engineered for exactly that. With a decade of innovation, expanding enterprise traction, and a leadership team experienced in scaling high-growth tech companies, Cockroach Labs is set to power the next generation of mission-critical applications.
Steph
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Dec 2021
$278m
SERIES F
Jan 2021
$160m
SERIES E
Total funding: $633.2m
Company benefits
- Competitive Health Insurance Coverage
- Paid Parental Leave
- Flexible PTO
- Learning & Development
- Relocation Support
- Employee Referral Bonus
Company HQ
Chelsea, New York, NY
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
(Co-Founder & CTO)Previously a Software Engineer at Square, Co-Founder at Viewfinder and a Software Engineer at Google.
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