Account Executive, Cockroach Labs
AI Team
$125-175k
+ Stock Options
Office located in San Mateo, CA
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
$125-175k
+ Stock Options
Office located in San Mateo, CA
501-1000 employees
Company mission
To simplify how businesses build and operate world-changing applications.
Role
Who you are
- The ideal candidate has a genuine passion for CockroachDB's product and a talent for building long-lasting relationships with technical buyers at the center. This role is based in the Bay Area
- 4+ years of experience selling enterprise solutions with a track record of selling to AI-native, developer-led, or product-led growth companies
- Existing relationships in the Bay Area AI ecosystem; background at companies like MongoDB, Databricks, Confluent, HashiCorp, Neon, or Supabase is a plus
- The technical depth to hold credible whiteboard conversations with Principal Engineers and CTOs on infrastructure and database topics
- An understanding of developer-led buying motions and how to work with community and DevRel counterparts to build pipeline
- A consultative and value-based approach to selling software
- A track record of overachievement and hitting sales targets
- A demonstrated practice of integrating AI tools into your daily workflow to improve speed, quality, and decision-making
- Fluency with AI across core tasks — research, drafting, analysis, planning — used as a default, not an exception
- Strong time management and the ability to prioritize across a large, high-potential territory
What the job involves
- Our AI Enterprise Account Executives target and close new business with some of the most innovative AI-native companies in the world
- In this role, you will own a named list of high-priority accounts while building relationships across a broader ecosystem of AI-native builders in the Bay Area
- You will drive opportunities through the entire sales cycle from pipeline generation to close, employing a value-oriented sales methodology tailored to engineering-first organizations
- Your buyers are Principal Engineers and CTOs who make infrastructure decisions based on technical credibility and trusted relationships, and who move in weeks, not quarters
- Own a named territory of AI-native accounts, managing account plans, outreach, and progression through the full sales cycle
- Leverage and coordinate cross-functional internal teams including Sales Development, Solutions Engineering, DevRel, Legal, Marketing, and Product to efficiently navigate complex sales cycles
- Build and grow pipeline in a high-velocity, developer-led market where infrastructure decisions happen fast and first-mover relationships matter
- Run structured discovery to understand how prospects are building and where CockroachDB fits in their stack
- Maintain accurate pipeline, forecasts, and account documentation in Salesforce
- Represent Cockroach Labs at key Bay Area AI events and developer summits as an active community member
- The Expectations:
- In your first 30 days, you will learn about CockroachDB and will be able to pitch the product proficiently. You will build cross-functional relationships and develop your strategy for account penetration across your named territory
- After three months, you will have active outreach across your territory, a clear account strategy, and early-stage pipeline in motion. You have begun building relationships with technical leaders across your accounts and have a strong point of view on how CockroachDB solves their challenges
- After six months, you will have a healthy pipeline, active POCs in process, and a growing presence in the Bay Area AI ecosystem that extends well beyond your named account list
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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