Account Executive (Central US)

Cockroach Labs; United States; On-site; USD 145,000 - 170,000; Full time

Benefits offered by this job

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!

Job summary

Cockroach Labs is seeking an Account Executive in a flexible role based in the Central region of the United States. You will manage inbound and outbound opportunities, guide customers through the full sales cycle, and demonstrate CockroachDB’s value across cloud, on‑premise, and hybrid deployments.

You will build strategic relationships, deliver compelling product presentations, and collaborate with cross‑functional teams to win and grow accounts.

Qualifications

• 8–10+ years of enterprise software sales experience.
• Experience managing large, complex sales cycles with executives.
• Consultative, value-based selling across cloud, on‑premise, and hybrid deployments.
• Proven track record of exceeding sales targets.
• Ability to build trusted relationships with all organizational levels.

Responsibilities

• Close new logos and expand existing business within an assigned territory.
• Coordinate cross-functional internal teams to navigate complex sales cycles.
• Maintain relationship maps for the territory with key contacts.
• Lead impactful presentations to audiences from C-level to contributors.
• Provide timely forecasts and clear visibility on pipeline and revenue.

Skills

Enterprise sales

C-level selling

Consultative selling

Relationship building

Time management

Quota achievement

Job description

Category-defining tech.Career-defining work.

The next era of software won’t operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile, reactive, or limited by the assumptions of the past.

Cockroach Labs exists to build what comes next — before the world requires it.

We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we’re helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale.

This is the kind of challenge that attracts people who want to shape industries, not just participate in them. The work is ambitious, the standards are high, and the impact is real.

The Role

Our Account Executives target and close new business with some of today’s most innovative companies. In this role, you’ll both nurture inbound leads in your territory with marketing‑led support as well as prospect into a target list of select accounts. You will do this by driving opportunities through the entire sales cycle from pipeline generation to closure, employing a value‑oriented sales methodology with a focus on use cases spanning customer data and marketing activation. 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. While location for this role is flexible, you must be based in the Central region of the United States to be eligible for this role.

You Will

• Close new logos and expand existing business within an assigned territory, meeting and exceeding sales goals through prospecting, qualifying, managing, and closing sales opportunities
• Leverage and coordinate cross‑functional internal teams (Sales Development, Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles
• Maintain, build and own specific relationship maps for your territory, including existing relationships and aspirational contacts
• Lead compelling presentations of CockroachDB’s product and vision to a broad range of audiences, from c‑level executives to individual contributors
• Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities

The Expectations

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 six months, you will have 3x your quota in pipeline and will have at least 3 POCs in process.

You Have

• 8‑10+ years of experience selling enterprise solutions 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
• A consultative and value‑based approach to selling software for cloud, on‑premise and hybrid deployments
• The ability to assess customer needs and build valuable, trusted relationships at all levels
• A track record of overachievement and hitting sales targets
• Expert time management and resource skills

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 [e-mail].

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