What you build & where it takes you should be unrestricted by the capabilities of your database. That's why we created CockroachDB as the planet's most highly evolved, cloud-native, distributed SQL database. Making scale so simple you don't even have to think about it. Making data so resilient it becomes impossible to destroy. Making delivery so seamless, your apps run anywhere. Join us on our mission to build a different breed of databaseone born in the cloud & built from the ground up to help companies of any size scale fast, survive disaster, & thrive everywhere.

About the Role

Our Strategic Account Executives target & close new business with Cockroach Labs largest, most strategic customers & prospects. In this role, youll focus on uncovering the pain points these organizations face as they evaluate migrating to a modern data solution, delivering the appropriate CockroachDB solution based on their needs. You will do this by helping key stakeholders at target accounts understand how Cockroach Labs solutions can improve their business objectives & outcomes, ultimately driving the buying process forward. The ideal candidate will have the aptitude & passion for becoming an expert in CockroachDBs product capabilities, business impact, & competitive advantages and loves to build long-lasting relationships with customer needs at the center. Location for this role is flexible but you must be based in the Northeast US & will be covering Financial Services accounts.

You Will

• Be responsible for a select number of key accounts that generate a significant amount of revenue for Cockroach Labs. These customers are typically complex in organizational structure & require a solution-selling approach to closing deals 
• Lead a cross-functional account team (marketing, sales engineering, product, customer support) in the development & execution of detailed account plans & strategies to grow existing footprint within existing customers & secure new logo customers
• Be the primary partner to the customer & their liaison to Cockroach Labs, & act as an ambassador for the customer internally within the Cockroach Labs team. You are excellent at building relationships within an account & have a knack for understanding customers pain points & how CockroachDB will solve them
• Provide accurate forecasting for in & out-of-quarter opportunities & quarterly revenue commitments. You are very data-driven & understand the importance of accurately representing forecasts & how that maps to a high win rate of qualified opportunities.

The Expectations

In your first 30 days, you will learn about CockroachDB & 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 & grasp the sales strategy. Upon completion of your first month, you will have built cross-functional relationships & will have started building your strategy for account penetration. 

After three months, you'll have a sound plan for account strategy & mapping. You have started building relationships with several leaders across your region & are beginning to understand their challenges & how CockroachDB can help solve them. 

After nine months, you will have 3x your quota in pipeline. You will also have finalized account plans for 3 of your largest accounts & have at least 3 POCs in process. 

You Have

• 9-12+ years of field quota-carrying, solution-selling experience, and demonstrated success in software sales within the database ecosystem or adjacent technologies.
• Deep experience selling into & partnering with Financial Services customers
• Experience leading large & complex sales cycles within the C-Level at Fortune 500 companies 
• The ability to assess customer needs & build valuable, trusted, relationships at all levels 
• Experience leading a consultative sales approach & negotiations in a complex software environment with a successful track record
• A strong ability to connect with customers by actively listening to determine their needs
• A track record of overachievement & hitting sales targets
• Expert time & resource management skills

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse & inclusive workforce. If you need additional accommodations to feel comfortable during your interview process, please email us at accessibility@cockroachlabs.com.

The annual anticipated base salary range for U.S. candidates for this role is USD $167,000 to $210,000, plus commission if a sales role. We set standard ranges for all U.S.-based roles based on function, level, & geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location.  Actual salaries may vary & fall outside of this range depending on factors such as a candidates qualifications, geographic location, skills, experience, & competencies. In addition, we are often open to a wide variety of profiles, & recognize that the person we hire may be less experienced (or more senior) than this job description as posted. Salary is one component of the Cockroach Labs total rewards package, which includes stock options, health insurance, life & disability insurance, funds towards professional development resources, flexible PTO, paid holidays, & parental leave, to name a few! Salaries for candidates outside the U.S. will vary based on local compensation structures.