Cockroach Labs

Customer Success Manager

• Own 8–12 strategic accounts end to end, including onboarding, adoption, health, risk management, renewals, and expansion.
• Define and execute Customer Success Plans aligned to customer business objectives, usage, ROI, and time-to-value.
• Lead Executive Business Reviews, presenting outcomes, risks, and recommendations to senior and C-level stakeholders.
• Manage enablement and technical rollout initiatives, coordinating with Engineering, Product, Support, and Professional Services to remove blockers.
• Serve as the primary point of coordination across the account team (Account Executive, Sales Engineer, Support, and Services) to ensure seamless customer coverage.
• Develop a deep understanding of customer business needs and translate them into technical and operational requirements for Cockroach Labs.
• Proactively identify, qualify, and partner with Sales on expansion opportunities to grow ARR.
• Monitor customer health and product consumption, recommending upgrades or enhancements to increase value and adoption.
• Track, forecast, and report on key success metrics, including renewal risk, NRR, churn, CSAT/NPS, and time-to-value.
• Design and continuously improve scalable Customer Success processes, playbooks, health models, and reporting.

Senior Customer Success Manager

Sales

• Own and manage the IBM OEM partnership across the Americas, serving as the primary regional owner and point of accountability
• Act as a co-sell overlay, working closely with IBM’s Americas sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner-sourced and partner-attributed pipeline
• Work closely with IBM’s Americas sales organization and Cockroach Labs’ sales teams to generate and progress partner-sourced and partner-attributed pipeline, directly driving regional revenue through joint selling motions
• Drive net-new and expansion revenue by identifying new customers, expanding footprint within existing accounts, and increasing market penetration across the U.S. and Canada
• Lead account-specific partner programs and execution plans for priority IBM accounts, tracking progress and driving measurable outcomes
• Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations
• Drive regional partner enablement, including sales training, field readiness, and messaging alignment
• Maintain ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting
• Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders
• Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across the Americas, including escalation management when needed
• Collaborate cross-functionally with Sales, Sales Leadership, Product, and Marketing teams
• Travel across the U.S. and Canada to support partner engagement, customer meetings, and regional events

Partner Sales Manager – IBM OEM Partnership

Account Executive

• 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

Account Executive – Digital Natives

Sales Engineer

• Work alongside the sales team to introduce CockroachDB to our potential customers.
• As a trusted advisor, help educate prospects on the unique capabilities of CockroachDB and design solutions to meet various challenges.
• Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations.
• Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB.
• Identify and address customers' key technical objections and develop engineering strategies to resolve those blockers to adoption.

Senior Customer Success Manager

Senior Customer Success Manager

Partner Sales Manager – IBM OEM Partnership

Account Executive – Digital Natives

Senior Staff Sales Engineer