Account Executive, Central US

About the role

This position is centered on driving revenue growth within a designated territory in the Central United States, requiring a strategic and proactive approach to market engagement. The hire will own the identification and cultivation of new business opportunities by thoroughly understanding client business challenges and positioning CockroachDB as the definitive technological answer. Success in this role is defined by the consistent ability to not just meet but significantly exceed established sales targets and key performance indicators. The individual will be instrumental in expanding our customer base by forging strong, trusting, and long-lasting relationships with key decision makers. This role demands a high level of ownership over the entire sales process, from initial outreach through to the successful closure of complex enterprise deals. The hire will work in close partnership with internal technical and customer success teams to ensure seamless onboarding and ongoing value realization for clients. This position is critical in translating the technical capabilities of CockroachDB into clear business value for prospects. The role requires resilience, discipline, and a data-driven mindset to navigate the enterprise sales landscape effectively.

Key facts

What you'll do

• Prospect and qualify potential customers across the Central US region using a variety of outbound strategies.
• Research and analyze target accounts to uncover business needs, pain points, and key stakeholder motivations.
• Articulate the unique value proposition of CockroachDB and demonstrate how it solves complex database challenges.
• Manage end-to-end sales cycles, including discovery, needs analysis, solution presentation, and negotiation.
• Develop and maintain deep expertise regarding CockroachDB's features, benefits, and competitive advantages.
• Collaborate with internal engineering and technical teams to address detailed customer requirements and proof-of-concept scenarios.
• Leverage CRM software to maintain accurate records of all customer interactions and pipeline progress.
• Partner with Customer Success to ensure smooth transitions and high retention rates for new clients.
• Utilize sales engagement platforms to automate outreach tasks and streamline communication workflows.
• Prepare compelling sales presentations, reports, and forecasts to communicate progress to leadership.
• Identify expansion opportunities within existing customer accounts to drive upsell and cross-sell revenue.
• Adhere to strict compliance and data security protocols during all stages of the sales process.
• Continuously refine sales tactics based on market feedback and performance metrics.
• Represent Cockroach Labs professionally at industry events and virtual conferences when appropriate.

Requirements

• Must possess a minimum of 5 years of cumulative experience in enterprise software sales roles.
• Demonstrated a proven track record of consistently achieving and exceeding sales quotas and targets.
• Must have direct experience selling database solutions, cloud infrastructure, or similar complex technical products.
• Hold a Bachelor's degree in Business, Marketing, or a related field, or possess equivalent practical experience.
• Must be currently authorized to work in the United States without requiring future sponsorship.
• Exhibits strong ethical standards and the ability to build trust with C-level executives.
• Shows exceptional written and verbal communication skills tailored to a professional enterprise audience.
• Capable of managing multiple priorities and deadlines in a fast-paced, dynamic remote environment.
• Comfortable with technology and adept at learning new software platforms quickly.
• Self-motivated with a strong results orientation and the discipline to work independently.
• Possesses excellent problem-solving skills and the ability to think critically under pressure.
• Willingness to travel within the assigned Central US territory as outlined in the practical notes.
• Must align with Cockroach Labs' core values of ownership, kindness, and transparency.

Nice to have

• Prior experience with distributed SQL databases or similar modern data platforms.
• Familiarity with the competitive landscape involving major database technologies like Oracle, MySQL, and MongoDB.
• Background in serving customers in highly regulated industries such as finance or healthcare.
• Experience utilizing CRM dashboards and sales analytics tools to drive pipeline growth.
• Understanding of DevOps principles and the role of database infrastructure in modern software development.

Practical notes

• This position is designated as remote within the United States, allowing for flexibility in work location.
• Travel within the assigned Central US territory may be required periodically to meet with key clients.
• Cockroach Labs is committed to providing a comprehensive benefits package to all eligible employees.
• Applications for this role are accepted on a rolling basis until the position is filled.
• The successful candidate must be able to pass standard background and reference checks.
• All employment decisions are made based on professional qualifications and company policies.
• New hires are expected to participate in onboarding sessions to familiarize themselves with company tools and processes.
• The role requires access to a reliable internet connection and standard home office equipment.
• Compliance with company policies regarding confidentiality and data protection is mandatory.