Cockroach Labs

Account Executive

• 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

Sales Development Rep

• Train and mentor our Sales Development Representatives (SDRs) on outreach tactics, time management, objection handling, prospecting tactics, upselling and active listening skills.
• Drive operational excellence through constant process innovation and creative incentives.
• Help develop career paths for SDRs to further their professional growth.
• Maintain ongoing analysis of inbound and outbound lead generation performance.
• Partner with Sales & Marketing leadership to strategize and optimize entire sales pipeline activity while working to improve the lead conversion hand off process to ensure optimal customer experience.

Sales Development Manager

Solutions Engineer

• Partner cross-functionally to identify and prioritize internal workflows where AI agents can significantly enhance productivity, starting with GTM automation
• Architect and deploy AI-driven solutions using tools such as LangChain, OpenAI, LangGraph, and vector databases; integrate systems and automate workflows via Zapier or custom APIs
• Deploy, scale, and operationalize agents that live inside real workflows (Slack, GitHub, Notion, retros, etc.)
• Wrap effective agents into internal SDKs, APIs, or interfaces to enable reuse and drive adoption; lead documentation, training, and stakeholder enablement
• Define measurable KPIs with stakeholders to monitor impact and continuously optimize AI system performance
• Ensure secure, responsible AI integration including guardrails, data governance, compliance, HITL, memory, observability, and prompt testing
• Act as an internal consultant and architect, providing technical oversight and guidance to teams and external partners
• Short-term expectations: embed with Technical Support, ship an MVP agent within 60 days, scale solutions and mentor others by 90 days

AI Solutions Engineer

Artificial Intelligence

• Build intelligent AI agents to modernize legacy SQL and convert complex legacy SQL and procedural logic into CockroachDB-native equivalents
• Design and architect an LLM-driven migration strategist to scan schemas and workload patterns and produce tailored migration plans
• Validate ideas through experimentation: design and run focused experiments to deliver incremental value in migrations
• Test and iterate with AI approaches: explore APIs, refine prompts, and tune models for procedural translation and analysis
• Partner with migrations domain experts and internal stakeholders to understand user pain points and gather feedback
• Prototype fast and turn promising experiments into scalable systems using Go, Python, and cloud infrastructure
• Track progress and define evaluation criteria (LLM accuracy, usability metrics) to guide validation and roadmap decisions
• Operate as a founding team member, moving from experimentation to implementation and helping define the product roadmap

Member of Technical Staff, AI Migrations

Engineer

• Pair with engineers to evaluate database performance across workloads and configurations
• Measure and define performance baselines and develop new workload strategies and methodologies
• Perform root cause analysis across the entire stack and investigate performance issues
• Perform competitive benchmarking and build new workloads for testing
• Guide other teams on benchmarking and performance testing methodologies
• Build automation tools and frameworks and translate customers’ workloads to automated performance tests
• Own starter and medium-sized projects, align with team objectives, and propose and lead future projects

Member of Technical Staff – Performance Engineer

• Target and close new business with innovative companies, nurturing inbound leads and prospecting target accounts
• Drive opportunities through the entire sales cycle from pipeline generation to closure using a value-oriented sales methodology focused on customer data and marketing activation
• Become an expert in CockroachDB’s product capabilities, business impact, and competitive advantages
• Build long-lasting relationships and own relationship maps for territory, including existing and aspirational contacts
• Leverage and coordinate cross-functional teams (Sales Development, Legal, Engineering, Security, Marketing, Product) to navigate complex sales cycles
• Lead presentations of CockroachDB’s product and vision to audiences from c-level executives to individual contributors
• Provide timely and accurate forecasts and maintain pipeline visibility
• Onboarding expectations: learn product and pitch within 30 days; develop account strategy by 3 months; 3x quota pipeline and at least 3 POCs by 6 months

• Qualify and develop inbound and outbound sales leads, delivering high-quality, qualified leads to the sales team
• Collaborate with Sales and Marketing to build regular sales campaigns and systematically improve lead qualification processes
• Consistently produce a high level of outbound prospecting activity and run email campaigns to produce new sales prospects
• Analyze industry trends and segments to create new sources of qualified leads
• Utilize CRM system to track activity and manage sales opportunities
• Meet quarterly and annual qualified opportunity goals and maintain up-to-date technical understanding of products and value propositions
• Early expectations: learn CockroachDB in first 30 days, manage inbound leads by 30 days, create campaigns by 60 days, generate qualified pipeline and hit targets by 90 days

Sales Development Representative

Machine Learning Engineer

• Scale AI Agents and own classical ML projects across the company, with special focus on Revenue
• Ensure data platforms (Looker and Snowflake) are AI-ready and enable safe, reliable agent access to structured data
• Lead Predictive Modeling and Machine Learning projects, particularly within the Revenue organization
• Work with the Head of Data Science to design and evaluate a framework for incorporating Generative AI into the data platform
• Design and implement reusable tools and frameworks for building and deploying agents
• Identify and execute high-priority AI workflows and agents with internal partners
• Build Deal Health models and automate revenue forecasting using techniques such as Logistic Regression, Random Forests, and XGBoost
• Build pipelines to monitor model performance, tracking metrics like precision at K and F1 score
• Onboard, build stakeholder relationships, and drive the ML/AI roadmap for Cockroach Labs' Revenue organization
• Report to David Welgus, Senior Manager of Data Science

AI/ML Engineer

Marketing

• Plan and execute Southern Europe field marketing programs, initially focusing on France and Italy.
• Build and execute the Southern Europe Field Marketing plan working closely with Regional sales teams and Field Marketing leads.
• Manage program spend and own KPI tracking, sharing results and recommendations with the wider marketing team.
• Plan, coordinate and deliver regional events such as conferences, roundtables, webinars, and technical workshops.
• Oversee event logistics including venue selection, catering, swag, prize draws and promotional materials.
• Partner with the design team to produce event collateral such as booth designs, banners, handouts, and social media assets.
• Collaborate cross-functionally to drive event attendee recruitment, lead capture, data upload, and follow-up campaigns (including AI-driven initiatives).
• Work with regional partner teams to plan and execute local partner marketing events and programs.
• Work with content, product marketing teams and sales engineering to define speaking engagements and relevant topics.
• Analyze competitor activities and industry trends to identify new event formats and engagement models.
• Contribute insights to refine and expand field programs and improve strategy going forward.

Field Marketing Manager, French or Italian Speaker

• Drive partner enablement and solutions architecture with Cockroach Labs and partners. Travel up to 50% to deliver joint content and co-branded solutions with AWS, ISVs, and GSIs. • Travel (up to 50%) to represent Cockroach Labs at partner events, conferences, technical bootcamps, and co-branded initiatives with AWS, ISVs, and GSIs. • Serve as a technical speaker lead to partners, developing scalable programs (presentations, workshops, demo content, webinars, videos) to grow joint success. • Develop content in collaboration with partners, Cockroach Labs marketing. • Work closely with cloud providers (e.g., AWS), strategic ISVs, and GSIs to craft reference architectures, build joint solutions, and deliver co-branded technical content. • Lead partner-facing technical sessions, both in-person and virtual—tailoring them to sales engineers, developers, architects, and solution consultants. • Build and maintain deep relationships with technical counterparts at partner organizations to create advocates for CockroachDB in the field. • Collaborate with Cockroach Labs’ Product, Solutions Engineering, and Partner teams to ensure alignment on integrations, roadmaps, and partner feedback loops. • Author blogs, whitepapers, and technical assets that resonate with a joint partner + developer audience. • Monitor industry trends and partner strategies to influence Cockroach Labs’ partner roadmap. • Help drive adoption and partner-influenced revenue by building technical mindshare and trust in the ecosystem.

Account Executive

Sales Development Manager

AI Solutions Engineer

Member of Technical Staff, AI Migrations

Member of Technical Staff – Performance Engineer

Account Executive

Sales Development Representative

AI/ML Engineer

Field Marketing Manager, French or Italian Speaker

Principal Solutions Architect