Account Executive, Enterprise (PAC NW) - Distributed CA or WA

Cockroach Labs is the creator of CockroachDB, the most highly evolved cloud-native, distributed SQL database on the planet that scales fast, survives anything, and thrives anywhere. We created CockroachDB to unshackle teams from the constraints of their database. Join us on our mission to enable every developer to build world-changing applications!

About the Role

We're looking for an Enterprise Account Executive to join our team and cover the NorCal Region. We believe that individuals in this role can talk about the value of the company, as opposed to how they close the deal. Remote role ideally based in greater San Francisco or Seattle.  

You Will

• Manage a territory and develop and execute account plans to achieve (and exceed) individual quota, developing strong relationships with important decision-makers, influencers, and partners within your territory
• Lead multiple customer sales cycles and manage and close opportunities within a set of accounts
• Provide the value proposition of CockroachDB to customers and create opportunities that lead to the use of the product
• Manage strong working relationships with internal partners, including business development, marketing, and pre-sales
• Be invested in the success of CockroachDB and relay product requirements back to corporate
• Excel in a fast-moving environment

The Expectations

In your first 30 days, you will learn about CockroachDB and become proficient in the product. We believe that it is necessary for you to build this foundation so you can successfully engage with existing accounts and grasp sales strategy. Upon completion of your first month, you have a strategy in place for revenue goals.

After 60 days, you'll be competent in account strategy and mapping. You will work with your manager to set revenue targets to reach your sales goals. You will also have started closing smaller size or existing deals that are already in flow.

After 3 months, you will have started doubling your pipeline and will be working on closing some of your later stage opportunities while targeting more complex deals. As you gain momentum at Cockroach Labs, you will also increase your sales pipeline and help grow the overall revenue of Cockroach Labs.

You Have

• Experience successfully selling new enterprise, infrastructure solutions and increasing revenue through new customer acquisition through prospecting, qualifying, and developing sales pipeline
• Experience selling complex technologies and into CXOs at Fortune 500 companies and understand how to grow a greenfield territory
• Experience formulating, executing, and delivering sales strategy within an assigned territory
• A strong ability to connect with customers by actively listening to determine their needs
• Expert Sales Methodology training (e.g., MEDIC, SPIN, Challenger Sales)
• Track record of overachievement and hitting sales targets
• Expert time management and resource skills
• 8-10+ years of field quota-carrying, solution-selling experience
• College degree or equivalent work experience
• You can travel within your assigned territory

Reporting to Justin Moayed, RVP of Sales at Cockroach Labs

• 100% health insurance coverage (for you and your dependents!)
• Paid parental leave (with baby bucks)
• Flex Fridays
• Flexible time off & flexible hours
• Education reimbursement
• Relocation support

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].

The annual anticipated base salary range for U.S. candidates for this role is USD $120,000 to $162,500, plus commission if a sales role. We set standard ranges for all U.S.-based roles based on function, level, and 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 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. Salary is one component of the Cockroach Labs’ total rewards package, which includes stock options, health insurance, life and disability insurance, funds towards professional development resources, unlimited PTO, paid holidays, and parental leave, to name a few! Salaries for candidates outside the U.S. will vary based on local compensation structures.