Regional Sales Director, Central AMER

About the role

Cockroach Labs seeks a Regional Sales Leader for the Americas. You will own the sales strategy and team execution across North America. Daily responsibilities include guiding Account Executives through complex deals. Your leadership directly generates new logos and expands existing customer relationships. You will motivate the team to achieve ambitious goals and uphold high standards across the sales cycle. You act as the operational owner for the Central AMER region, translating corporate objectives into field execution. Your decisions directly influence the trajectory of our market penetration in this critical zone. You will synthesize market feedback to refine our positioning and drive sustainable, predictable growth.

Key facts

Location is Remote within the United States. Engagement is Full time. Compensation ranges from $120,000 to $180,000 annually.

What you'll do

Set ambitious team targets and monitor pipeline velocity with precision.

Guide deal strategy for large accounts across North America to maximize revenue.

Run product demonstrations in collaboration with Sales Engineering partners.

Build weekly forecast and pipeline health reviews to ensure accurate planning.

Partner with marketing on demand generation campaigns to support sales efforts.

Coach new reps during intensive onboarding programs to accelerate ramp time.

Shape territory plans to balance account coverage and optimize resource allocation.

Review win loss patterns to refine selling motions and improve conversion rates.

Establish rigorous forecasting methodologies to improve predictability of revenue.

Champion the adoption of standardized sales methodologies across the entire team.

Analyze competitive landscape data to identify threats and white space opportunities.

Develop multi-threaded strategies for key strategic accounts to secure long term partnerships.

Implement data driven coaching frameworks to elevate individual rep performance.

Define and track leading indicators to ensure the team meets quarterly and annual quotas.

Drive the creation of battle cards and playbooks based on real world customer interactions.

Requirements

You bring 12 to 15 years of technology sales experience.

You hold 5 plus years of experience managing high growth SaaS teams.

You develop a deep understanding of CockroachDB database product details.

You live in Central or South US regions to align with target markets.

You work standard US hours and engage in synchronous calls reliably.

You possess a proven history of exceeding quota performance in prior roles.

You demonstrate mastery over complex sales cycles involving multiple stakeholders.

You have experience navigating enterprise level procurement and compliance processes.

You are comfortable managing a pipeline that requires forecast accuracy within tight ranges.

You exhibit strong written and verbal communication skills at an executive level.

You thrive in a fast paced environment where priorities shift rapidly and decisively.

You have utilized CRM platforms to drive visibility into the sales pipeline effectively.

You understand the technical nuances of distributed SQL databases to some degree.

You are committed to maintaining data integrity and rigorous forecasting discipline.

You are legally authorized to work in the United States without sponsorship.

Nice to have

Experience closing enterprise software deals successfully.

Fluency in additional languages beyond English to expand reach.

Skills & tools

Proficiency with CockroachDB, Salesforce, Outreach, and Gong is expected.

Practical notes

The role requires a proven ability to scale high-velocity sales processes. You will manage, coach, and guide a team of Account Executives covering North America. Success is measured by quota attainment, new business acquisition, and expansion within existing accounts. You will monitor activity, pipelines, forecasts, and closed deals to ensure consistent performance. Managing the sales funnel from prospect to close is central to this position. Creating metrics to improve performance will be an ongoing duty.

Driving lead penetration and maintaining high activity standards are essential. You will develop a strong understanding of CockroachDB value propositions within the market. Collaboration with cross-functional teams including Marketing, Sales Engineering, and Customer Success is required to maximize revenue growth. Building strong relationships with customers and key stakeholders is a core responsibility. Partnering with the People team to hire, onboard, and develop team members is part of the role.

In your first 30 days, you will learn CockroachDB deeply and become proficient in the product. This foundation enables successful engagement with existing accounts and understanding of sales strategy. By the end of the first month, you will develop an initial strategy to achieve revenue goals. After 60 days, you will be competent in pipeline best practices, sales process, and forecasting. You will set relevant OKRs to reach individual and team sales goals. Building a clear view of current and next quarter deals and prioritizing key deals ensures success. A detailed strategy plan is expected within the initial three months, developed in partnership with the VP of Sales for North America.

As you gain momentum at Cockroach Labs, you will increase the team pipeline, improve win rates, and develop a strong team culture. This growth supports the overall revenue expansion of Cockroach Labs. Consistent coaching, mentorship, and performance management will define your leadership approach. You will track activities and outcomes to identify areas for improvement. Collaboration with leadership ensures alignment with company objectives. The position demands resilience, strategic thinking, and a commitment to excellence.