Manager of Corporate Sales, Cockroach Labs
More information about location
3 days a week in office
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
3 days a week in office
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
- 5-7+ years overall experience in technology sales
- 2-3+ year experience as a high-growth SaaS leader/manager leading an inside sales team
- Passion for coaching, mentorship, and team management with evidence of managing high-performance teams
- Strong track record of achieving sales targets across teams and individually
- Experience managing and coaching through the full sales cycle from prospecting to closing
- Experience and are comfortable leveraging sales methodologies such as Command of the Message, Force Management, MEDDPICC
- Experience using Salesforce for accurate forecasting
- Experience in hiring and training talent at scale
- Ability to function in a “Player/Coach” capacity
- Ability to travel as needed
What the job involves
- Cockroach Labs is looking for a Manager of Corporate Sales to join our outstanding sales organization
- In this role, you will be responsible for overseeing and motivating a team of Inside Sales Representatives and will be measured by your team's overall quota attainment, new business acquisition, and expansion into existing customer accounts
- You will provide strategy, mentorship, and guidance for your team, who are responsible for driving new business through the full sales cycle
- The ideal candidate can scale an effective high-velocity sales process and is exceptional at inspiring customers and prospects through a sales cycle
- Manage, coach, and scale a team of Corporate Sales Representatives
- Guide a team in achieving and exceeding monthly, quarterly, and annual targets
- Monitor high-velocity sales performance: activity, pipelines, forecasts, and closed deals to ensure quota attainment
- Manage the sales funnel from prospect to close and create metrics to improve performance
- Drive lead penetration, high activity standards, and pipeline management
- Develop a strong understanding of CockroachDB and value proposition within the market
- Work cross-functionally with Marketing, Sales Engineering, and Customer Success to maximize revenue growth
- Have the ability to build strong relationships with customers and key stakeholders
- Partner with Recruiting in the hiring and interviewing process, as well as training and ramp-up of new team members
- 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 will have developed an initial strategy to achieve the revenue goals
- After 60 days, you'll be competent in pipeline best practices, sales process and forecasting
- You will work with your manager to set the relevant OKRA’s to reach yours and your team’s 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 the commercial team’s pipeline and will be working on closing some of your later stage opportunities while targeting more complex deals
- In addition you will start to build a clear view of current and next quarters deals and the prioritization of the key deals to ensure success
- A more detailed strategy plan is expected based on the knowledge acquired over the initial 3 months
- This will be worked on in partnership with the VP of Sales for the Americas
- As you gain momentum at Cockroach Labs, you will also increase your sales pipeline, improve win rates and develop a strong team culture and to help grow the overall revenue of Cockroach Labs
- Reporting to Daniel Guerrero Cuello, Director of Corporate Sales
Salary benchmarks
Our take
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.
Steph
Company Specialist
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
Articles
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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