Account Executive, Cockroach Labs
West US, Digital Natives
$145-170k
+ Stock Options
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
$145-170k
+ Stock Options
501-1000 employees
Company mission
To simplify how businesses build and operate world-changing applications.
Role
Who you are
- The ideal candidate is energized by opening new doors, mastering CockroachDB’s technical and business value, and building trusted relationships with customers where no prior relationship exists. While this is a remote role, you must be based in Seattle or the Bay Area to be eligible for this role
- 3-5+ years in a closing role, with a proven track record of net-new logo acquisition
- Demonstrated success in outbound prospecting and pipeline creation within the database ecosystem or adjacent technologies
- A consultative, value-based selling approach across cloud, on-premise, and hybrid environments
- Strong discovery, messaging, and executive communication skills, with the ability to create urgency in greenfield accounts
- Experience leveraging AI and modern sales tools to improve prospecting efficiency and deal execution
- A consistent history of exceeding sales targets in quota-carrying roles
- Excellent time management and prioritization skills, especially in outbound-heavy environments
What the job involves
- Our Account Executives target and close new business with some of today’s most innovative companies. In this role, you will prospect into net new accounts, building pipelines from scratch within a defined target list of high-potential AI-centric, Digital Native companies
- While you will enjoy support from digital marketing, field marketing and SDR teams, your success will be driven by your ability to identify, engage, and convert new buying teams through proactive outbound efforts
- You will own the full sales cycle—from initial prospecting and discovery through close—using a value-driven sales approach grounded in customer use cases across customer data and marketing activation
- Prospect into and close net-new logos within an assigned territory, consistently building pipeline through outbound activities such as account research, cold outreach, and executive-level engagement
- Develop and execute account penetration strategies for a defined list of target accounts, identifying buying centers, key stakeholders, and compelling entry points
- Drive opportunities through the entire sales cycle, from self-sourced pipeline generation to contract close
- Leverage and coordinate cross-functional internal teams (Sales Development, Engineering, Security, Legal, Marketing, Product) to support complex, multi-threaded new-business sales cycles
- Build and maintain detailed relationship maps and account plans for target accounts, including both active prospects and long-term strategic targets
- Deliver compelling presentations and demos that articulate CockroachDB’s differentiated value to audiences ranging from individual contributors to C-level executives
- In your first 30 days, you will ramp on CockroachDB’s product, positioning, and competitive landscape, enabling you to confidently pitch and begin outbound prospecting into target accounts
- After three months, you will have established a repeatable outbound motion, a clear account strategy for your territory, and early-stage pipeline sourced from your own prospecting efforts. You will be actively engaging multiple stakeholders across several target accounts
- After six months, you will have built 3x quota coverage primarily from net-new pipeline, with multiple active POCs underway and a strong foundation of executive relationships across your region
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 engienered for exaclt ythat. 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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