Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.

Because when our customers win, we all win.

The Role

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. 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 the Bay Area to be eligible.

You Will

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

The Expectations

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.

You Have

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

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 [email protected].

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—$170,000 USD

Account Executive, West US - Digital Natives

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