Account Executive, Cockroach Labs
More information about location
Cloud-native, distributed SQL database
Job no longer available
Cloud-native, distributed SQL database
501-1000 employees
Job no longer available
More information about location
501-1000 employees
Company mission
Cockroach Labs' mission is to make data easy by providing an industry-leading model for resilience, horizontal scalability to accommodate fast-growing businesses, and the ability to move data close to business' customers, wherever they reside across the globe.
Role
Who you are
- 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 centre
- 5 - 8+ 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
What the job involves
- 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
- 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
- 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
Salary benchmarks
Otta's take
Xav Kearney
CTO of Otta
Cockroach Labs was founded by a team of ex-Google employees who wanted to build a database management system similar to Google’s Spanner. The result is CockroachDB, an open-source distributed SQL database. It offers local or global scaling with familiar SQL, failproof fault tolerance, and guaranteed transaction consistency, and can be deployed across any cloud.
Maintaining full SQL compliance with global cloud capabilities will help Cockroach Labs take advantage of the wave of companies needing to scale their existing SQL databases onto the cloud. Cockroach Labs grew from a $2 billion valuation to $5 billion in under a year, proving itself as an enticing and approachable prospect in this developing sector.
It already commands a high-end raft of clients including Comcast, Bose, and Baidu - but competition is stiff, particularly with industry giants like Oracle and AWS. Its hope is that CockroachDB’s high failure tolerance and geo-distribution will provide attractively swift functionality whilst allowing customers to remain within their legal jurisdictions - and will prove pivotal in 5G use cases. Its success to date, targeted updates to ease network migrations, and its recent expansion into EMEA markets, suggest it has a strong shot.
Insights
Company
Funding (last 2 of 7 rounds)
Dec 2021
$278m
SERIES F
Jan 2021
$160m
SERIES E
Total funding: $633.2m
Company benefits
- Employee referral bonus + donation match
- Connect and Contribute days
- Flexible Working
- Spring Health and an Employee Assistance Program to provide free counseling and support mental health
- $2500 annually to support learning and development through workshops, conferences, and networking events
- We dedicate company time to bond over everything from trivia and karaoke to paint-alongs and fitness classes
- Flexible Time Off
- 100% health insurance coverage & One Medical membership
- Gym discounts & free Citibike membership
- FSA
- 401(k)
- 12 weeks of paid parental leave & $500 in baby bucks
- Relocation Support
Company values
- Commit to Excellence
- Respect Each Other
- Establish Balance
- Communicate Openly & Honestly
Company HQ
Chelsea, New York, NY
Founders
Spencer Kimball
(Co-founder & CEO)Worked at WeGo Systems as CTO for 3 years before joining Google as a Software Engineer for almost 10 years. Also, previous CTO of Viewfinder and Engineer at Square.
Peter Matiss
(CTO)Previously Software Engineer at Square, Co-Founder at Viewfinder and Software Engineer at Google.
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