Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

As a Partner Solutions Architect for the Americas at Cockroach Labs, you will serve as the technical authority for our partner ecosystem across the Americas region — spanning Cloud Service Providers (AWS, GCP, Azure), ISVs, OEMs, and Global Systems Integrators. You will combine deep technical credibility with partner-facing leadership to drive integrations, validated architectures, enablement, and pipeline influence across the region's most strategic partner motions.

You are the CRL person your partners know by name. You run the meetings. You set the agenda. You follow up. BDs own the relationship and the number — you own the technical authority , GTM and the integration strategy along with business development managers.

While we are open to remote hires for this role, you must be based in the US to be eligible, and have the ability to travel up to 50%. 

You Will

• Act as the trusted technical advisor and strategic partner to Americas-based Cloud, ISV, OEM, and GSI partners — leading architectural discussions, design exercises, and integration planning at all levels of partner and customer organizations
• Lead deep technical conversations with partner engineering and solutions architecture teams — providing guidance on CockroachDB architecture, deployment patterns, migration strategies, and integration design
• Build and publish reusable technical assets — validated architectures, reference implementations, GitHub repos, demos, and proof-of-concept applications — that the broader field organization and BDs can leverage in partner and customer engagements
• Contribute a minimum of 1 ecosystem integration per quarter as part of the team's global integration catalog, building CockroachDB's presence across AI/ML frameworks, data pipelines, developer tools, and cloud marketplaces
• Formulate and execute technical partner strategy in close collaboration with your Business Development counterparts to exceed pipeline and revenue objectives
• Ensure partner and customer success in designing, building, and migrating applications to CockroachDB from legacy platforms
• Author or contribute to joint customer-facing publications — white papers, blogs, case studies, proof of concepts, and conference presentations
• Use AI tools (Mica, Claude Code, Cursor) as part of your daily workflow to compress reactive support work, generate content, automate reporting, and accelerate asset creation
• Capture and systematize knowledge — build Mica skills, contribute to the team knowledge base, and create automation workflows so one-time answers become permanent, reusable assets
• Build deep relationships with senior technical staff across partner organizations and enable them to be CockroachDB advocates within their ecosystem
• Stay current on industry trends, cloud platform roadmaps, competitive landscape, and emerging partner technologies to identify opportunities and inform integration strategy
• Collaborate cross-regionally — your Americas expertise (AWS, cloud marketplace, enterprise architectures) flows to EMEA and APAC partners when needed, and vice versa

The Expectations

In your first 30 days, you will learn about CockroachDB and become proficient in the product and our AI-native tooling stack. You will onboard the Americas partner landscape, meet key BDs and partners, and understand the active pipeline and strategic priorities for the region.

By the end of your first 90 days, you will have effectively onboarded onto Americas regional coverage, shipped 1+ reusable technical assets (repo, validated architecture, or demo), integrated AI tools into your daily workflow, and received positive BD feedback on your technical leadership in partner conversations. You should have your first ecosystem integration contribution scoped or in progress, and be operating with structured autonomy — owning your priorities, coming with plans, and shipping weekly.

You Have

• 10+ years in pre-sales, solutions architecture, partner engineering, or technical consulting roles within the cloud technology space
• Deep understanding of cloud ecosystems, including AWS, GCP, and Azure — their partnership programs, marketplace mechanics, co-sell motions, and technical certification processes
• Strong hands-on technical skills — you can build demos, write code, design architectures, and run POCs. You are not purely a slide-and-talk SA
• Experience with relational databases, distributed systems, and/or SQL — knowledge of PostgreSQL, CockroachDB, or distributed SQL is a strong plus
• Proven ability to lead technical conversations with senior partner and customer stakeholders — architects, engineering leads, CTOs — and influence technical decisions
• Experience building and publishing reusable technical assets — repos, white papers, blogs, validated architectures, or reference implementations
• Proficiency with AI-assisted tools and workflows — you currently use AI tools (Copilot, ChatGPT, Claude, Cursor, or similar) in your work and see AI as an accelerator, not a novelty
• Strong business acumen — you understand partner economics, marketplace dynamics, SCA funding models, and how technical work connects to pipeline and revenue
• Self-directed and initiative-driven — you identify priorities, create plans, and execute without waiting to be told what to do
• Excellent communication and presentation skills — written, verbal, and in-person
• Ability to travel as needed for partner events, customer meetings, and conferences

Preferred Qualifications

• Past experience working as an SE/SA for product companies , preferably Databases, data warehouses and data infrastructures. 
• Past experience working at or with Global and/or Regional Systems Integrators (Accenture, Deloitte, TCS, Infosys, etc.)
• Past experience writing and publishing technical white papers, blogs, or conference talks
• Experience with ISV partnership programs, technical certification workflows, or ecosystem development
• Familiarity with AI/ML frameworks, data pipeline technologies (Kafka, CDC, Airbyte), or modern application frameworks (Next.js, Spring Boot, Django)
• Experience with infrastructure-as-code tools (Terraform, Pulumi) and DevOps practices
• Past experience at a database, infrastructure, or developer tools company
• Master's degree in Computer Science, Engineering, or related field

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

As an Incident Manager at Cockroach Labs, you will lead the coordination and resolution of incidents across internal systems, CockroachDB Cloud, customer-hosted environments, and security/compliance events in the EMEA region. You will drive structured response efforts, partner with cross-functional teams to identify root causes, and help prevent recurrence in an environment where the pace is fast and the bar is high.

To be eligible for this role, you must be located in the London area and will be expected to go into our Liverpool Street office on Mondays, Tuesdays & Thursdays.

You Will

• Manage the full lifecycle of incidents from detection through resolution, ensuring adherence to established incident management processes.
• Lead and coordinate cross-functional response efforts to drive timely and effective incident resolution.
• Declare and escalate high-severity incidents, mobilizing appropriate stakeholders and leadership as needed.
• Serve as an escalation point for critical incidents and support crisis response activities.
• Lead structured root cause analysis and post-incident reviews, ensuring actionable follow-up items are identified.
• Track corrective actions to completion to reduce repeat incidents.
• Provide clear, timely communication to technical and non-technical stakeholders, including customer-facing updates when required.
• Contribute to incident metrics tracking (e.g., MTTR, MTTD, recurrence) and support reporting on trends and areas for improvement.
• Support ongoing improvements to incident management processes, documentation, and tooling.
• Participate in a rotational on-call schedule to ensure 24x7 coverage for high-severity incidents.

The Expectations

In your first 30 days, you will familiarize yourself with CockroachDB, our customers, and our company. We will provide some self-guided onboarding with reading and hands-on material to familiarize yourself with the company and some of the responsibilities of the role. During this period, you will also start to get acquainted with our incident management protocols and tools, and begin shadowing incident response activities to observe and learn from other team members with an eye to future improvements and optimizations.

After 3 months, you will be integrated into the company and will be familiar with the various systems we use. You will be able to manage incidents from both internal and customer environments and will be actively contributing to the Incident Management program. You will be leading incident response efforts, conducting root cause analyses, and participating in post-incident reviews. 

You Have

• 5+ years of experience in technical operations, SRE, support, or incident management roles, including at least 2 years of direct Incident Management experience leading high-severity incidents.
• Prior experience working in a highly technical, fast-paced environment such as a cloud infrastructure, SaaS, or enterprise software company.
• Working knowledge of AI-assisted tools and the ability to apply them effectively to incident analysis, documentation, and process improvement.
• Strong troubleshooting and analytical skills in a 24x7 operational environment.
• Excellent written and verbal communication skills across technical and non-technical audiences.
• Working knowledge of AI-assisted tools and the ability to apply them effectively to incident analysis, documentation, and process improvement.
• Ability to remain calm and structured during high-pressure situations.
• Proven ability to assume command during high-severity incidents, bringing structure, clarity, and decisive direction in fast-moving, ambiguous situations
• Flexibility in working hours to support business needs, including participation in an on-call rotation coverage.
• Bachelor’s degree in Computer Science, Information Technology, or equivalent experience.

Preferred Qualifications

• Experience leading incident response calls and driving cross-team coordination.
• Strong influencing skills when working across teams without direct authority.
• Familiarity with IT service management principles (ITIL, Incident, Change, Problem Management).
• Experience with incident management tooling.
• Exposure to security or compliance-related incident response.
• Basic scripting skills (Bash, Python, JavaScript) to support operational improvements.
• Relevant technical or ITIL certifications.

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

As a Sales Engineer, you will help qualify and close opportunities with customers and partners and provide technical expertise through sales presentations, product demonstrations, and supporting technical evaluations. You will be supporting our UK customers and should be based in London, UK to be eligible for this role. 

You will: 

• Work alongside the sales team to introduce CockroachDB to our potential customers. As a trusted advisor, you will help educate prospects on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges.
• Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations.
• Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB.
• Identify and address customers' key technical objections and develop the engineering strategies strategy to resolve those blockers to adoption. 

The Expectations

In your first 30 days, you will immerse yourself in CockroachDB and our sales motion. We believe that it's important for you to take this first month to become familiar with our company, technology and message.

During this time you will be an active listener on customer calls and build relationships with various teams at Cockroach Labs. As you gain confidence in the message and technology, you will be called upon to lead meetings with support from the team.

After 90 days, you should be ready to lead customer meetings without support and conduct POCs.  You should be working closely with Account Managers in your territory to build regional go to market strategies and account plans for key prospects. 

You Have

• 8-10+ years of prior experience collecting requirements, developing solution architectures, leading presentations and teaching prospective users or project teams how to use software similar to CockroachDB.
• Developed software or infrastructure for scalable, distributed systems in the past and want to stay close to the code.
• A passion for working on complex technical problems and have a strong understanding of modern infrastructure and database technologies.
• A strong ability to build relationships with our partners, customers, and open-source users.
• A collaborative spirit and enjoy making sure that each team gets customer feedback to keep improving CockroachDB.
• The flexibility to travel to meet customers, attend events or conferences or wherever the work takes you. 

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

We are looking to grow our rapidly expanding sales engineering team. As a Sales Engineer, you will help qualify and close opportunities with customers and partners and provide technical expertise through sales presentations, product demonstrations, and supporting technical evaluations. While location for this role is flexible, you must be based in the West Coast territory to be eligible for this role. 

You Will

Work alongside the sales team to introduce CockroachDB to our potential customers. As a trusted advisor, you will help educate prospects on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges.

• Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations.
• Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB.
• Identify and address customers' key technical objections and develop the engineering strategies strategy to resolve those blockers to adoption. 

The Expectations

In your first 30 days, you will immerse yourself in CockroachDB and our sales motion. We believe that it's important for you to take this first month to become familiar with our company, technology and message.

During this time you will be an active listener on customer calls and build relationships with various teams at Cockroach Labs. As you gain confidence in the message and technology, you will be called upon to lead meetings with support from the team.

After 90 days, you should be ready to lead customer meetings without support and conduct POCs.  You should be working closely with Account Managers in your territory to build regional go to market strategies and account plans for key prospects. 

You Have

• 10-12+ years of prior experience collecting requirements, developing solution architectures, leading presentations and teaching prospective users or project teams how to use software similar to CockroachDB.
• Developed software or infrastructure for scalable, distributed systems in the past and want to stay close to the code.
• A passion for working on complex technical problems and have a strong understanding of modern infrastructure and database technologies.
• A strong ability to build relationships with our partners, customers, and open-source users.
• A collaborative spirit and enjoy making sure that each team gets customer feedback to keep improving CockroachDB.
• The flexibility to travel to meet customers, attend events or conferences or wherever the work takes you. 

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

We’re looking for a passionate, results-oriented Salesforce specialist to help maintain and support our Salesforce CRM. Own end-to-end integrations (API + middleware) and data migrations into Salesforce; partner with app owners to deliver reliable, secure, observable data flows. As a Salesforce Integrations Manager in Revenue Operations, you will support ongoing maintenance, configuration, and new projects, while maintaining high quality and security standards. The successful candidate must have a strong Salesforce technical knowledge, prioritize multiple work streams, be eager to learn, be a strong team player and execute in a fast-paced environment.

You must be based in San Mateo, New York City, or Austin to be eligible for this role and will be expected to go into the office on Monday, Tuesday & Thursday.

You Will

• Design and build complex integrations between Salesforce and external systems using Workato, n8n, and direct API patterns
• Lead technical execution of data migrations, including mapping, transformation, validation, and reconciliation
• Implement AI-enabled workflows within middleware (LLM API integrations, orchestration logic, automation chaining)
• Establish and maintain integration reliability frameworks (monitoring, logging, retry logic, alerting)
• Optimize API performance, data throughput, and middleware efficiency
• Ensure secure handling of sensitive CRM data across integrations
• Own integration documentation including interface specifications, data mapping, and operational runbooks
• Work with team members to develop specifications and technical designs for complex projects using a combination of out of the box features and custom code
• Troubleshoot complex cross-system issues and drive root cause resolution
• Continuously improve automation maturity and integration standards
• Work in an agile and dynamic environment to facilitate timely responses to changing project requirements and customer objectives.
• Provide technical and functional support to users of Salesforce and related applications
• Keeps up to date with Salesforce releases, features, and best practices
• Provide on-going support and system administration to quickly fix issues with Salesforce

The Expectations

In your first 30 days, you will complete our general onboarding programs and learn about our message and product. We believe that it's essential for you to take this first month to become familiar with our technology and our company. During this time, you will also take a deep dive into our Salesforce instance and the related tools that currently integrate with our CRM.

In your first 60 days, you will establish a list of Salesforce priorities that will help us scale and begin to build a roadmap to execute. You will also help us establish a request process and approach to manage different requests, including ad hoc tasks that arise across the teams.

After 3 months, you'll be fully integrated into the team. You will begin executing on the priorities you have developed and play an active role in our sprint planning process.

You Have

• Bachelor’s degree
• Certified Salesforce Administrator/Developer
• Certified Platform Sharing and Visibility Architect or Platform Integration Architect preferred
• 7+ years of Salesforce experience with significant integration ownership
• Deep hands-on experience with Workato (recipes, connectors, API platform, error handling frameworks)
• Experience building workflows in n8n (webhooks, custom nodes, transformations)
• Proven experience integrating Salesforce with third-party systems via REST/SOAP APIs
• Experience implementing AI/LLM API integrations within middleware workflows
• Strong understanding of Salesforce architecture, governor limits, and security model
• Experience leading complex data migrations into Salesforce
• Experience integrating unstructured data into Salesforce (emails, transcripts, documents)
• Experience implementing governance around AI API usage (rate limiting, token management, cost monitoring)
• Strong experience designing error handling, observability, and retry patterns
• Ability to independently own integration initiatives from concept through production support
• Strong stakeholder communication skills and ability to manage multiple workstreams
• Able to identify operational inefficiencies and recommend solutions
• Strong business analysis and functional experience, including requirements gathering, creating/deploying solutions to end users
• Strong communication skills across varying levels of stakeholders
• Ability to work in dynamic fast paced environments

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

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. 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 center.

This role will cover the UK region and you must be based within a commutable distance to our London office to be eligible.

You Will

• 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

The Expectations

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. 

You Have

• 3-5+ 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, specifically within financial services
• 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
• An interest and experience leveraging AI tools to improve your sales process
• A track record of overachievement and hitting sales targets
• Expert time management and resource skills

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

We’re looking for a Senior Corporate Sales Representative to join our growing UK Sales team. This is a quota-carrying, full-cycle role focused on driving new business and expansion within mid-market accounts.

As a Senior Corporate Sales Rep, you’ll own the sales process from discovery through close, partner closely with Sales Engineering, and engage technical and business stakeholders to position CockroachDB as a strategic solution for mission-critical workloads. You’ll operate with a high degree of autonomy, contribute to pipeline strategy, and serve as a role model for strong sales execution within the Corporate segment.

You must be located in London, UK to be eligible for this role.

You Will

• Be responsible for driving all sales motions (prospect-to-close) for a defined revenue tier. This will include responding to lead generation efforts, conducting demos, developing customer relationships, and closing the opportunity.  
• 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
• Manage strong working relationships with internal partners, including sales engineering, sales development & customer success.

The Expectations

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 at least 5x your quota in the pipeline and will have several active POCs in process.  

You Have

• 1-2+ years of closing sales experience with demonstrated success in selling a SaaS product or adjacent technology
• 3-5 years of total experience, ideally within B2B software sales
• A strong ability to connect with customers by actively listening to determine their needs
• A track record of overachievement and hitting sales targets
• Previous Sales Methodology training (e.g., MEDDICC, SPIN, Challenger Sales)
• Strong time and resource management skills
• College degree or equivalent work experience

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

We’re looking for an experienced Senior Manager to lead our Independent Software Vendor (ISV) partner sales initiatives across EMEA. In this strategic position within the Alliances and Partnerships team, you’ll be instrumental in expanding and strengthening our ISV partnership program in EMEA. You will identify, recruit, and nurture high-impact partners while collaborating closely with sales, technical, and GTM stakeholders to generate revenue and pipeline.

This role demands deep insight into ISV partner dynamics, proven experience driving partner-led revenue, and a passion for building long-term collaborative relationships. This position is based in London, UK.

You Will

• Develop and Execute ISV Partner Strategy
  • Define and execute a strategic roadmap for ISV partnerships  for the EMEA region, aligned to broader business goals.
  • Conduct proactive scouting and qualification of potential ISV partners that align with our strategic priorities and growth ambitions.
• Develop Partner Relationships
  • Build and maintain strong, long-term relationships with ISV partners from onboarding through co-selling execution
  • Guide partners through integration, validation, and certification processes in collaboration with technical teams.
  • Serve as a trusted advisor to partners, helping them navigate opportunities and optimise joint success.
• Joint GTM and Growth Execution
  • Develop and monitor joint business plans, ensuring measurable impact on pipeline and revenue.
  • Drive coordinated go-to-market initiatives that enhance partner visibility and deliver results.
  • Act as a subject matter expert on ISV partnerships for internal teams including Sales, Marketing and Customer Success
• Operational Excellence
  • Ensure robust partner enablement and operational processes are in place (e.g., training, reporting, performance tracking).
  • Collaborate with global alliances counterparts to share insights, refine strategy, and adopt best practices.
  • Provide leadership and mentorship to partnership team members and contribute to team performance.
• Cross-Functional Collaboration
  • Work closely with field sales and regional stakeholders to integrate partner-led opportunities into broader sales plays.
  • Support select global and regional system integrator partners where it accelerates pipeline and revenue.

You Have

• 10+ years of experience in ISV partnerships, technology alliances, or related partner sales functions within SaaS or enterprise software.
• Strong familiarity with EMEA market dynamics and growing a partner ecosystem across diverse geographies.
• Proven track record of achieving and exceeding sales quotas or driving significant revenue through ISV partnerships.
• Excellent communication, presentation, and interpersonal skills with the ability to build strong relationships with both internal and external stakeholders
• Ability to develop and execute strategic plans, analyze market trends, and identify new opportunities
• Knowledge of technology, applications, products/solutions, platforms, and SaaS
• Ability to effectively collaborate with cross-functional teams and build consensus
• Highly motivated, driven, and results-oriented with a strong desire to succeed
• Openness and ability to travel ~50%

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

Corporate Sales Representatives (CSRs) at Cockroach Labs are responsible for helping companies get started with our database-as-a-service offerings, CockroachDB Serverless & CockroachDB Dedicated. This role will focus on both inbound & outbound activity within a defined territory and will allow you to leverage your exceptional communication skills and passion for customer service.

You must be based in Austin, TX to be eligible for this role and will be expected to go into the office on Monday, Tuesday & Thursday. 

You Will

• Be responsible for driving all sales motions (prospect-to-close) for a defined revenue tier. This will include responding to lead generation efforts, conducting demos, developing customer relationships, and closing the opportunity.  
• 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
• Manage strong working relationships with internal partners, including sales engineering, sales development & customer success.

The Expectations

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 at least 5x your quota in the pipeline and will have several active POCs in process.  

You Have

• 1-2+ years of sales experience with demonstrated success in selling a SaaS product or adjacent technology
• 3-5 years of total experience, ideally within B2B software sales
• A strong ability to connect with customers by actively listening to determine their needs
• A track record of overachievement and hitting sales targets
• Previous Sales Methodology training (e.g., MEDIC, SPIN, Challenger Sales)
• Strong time and resource management skills
• College degree or equivalent work experience

The Team

Nick Anstey - Sr. Manager, Corporate Sales 

Nick loves to build high functioning teams that win - and have fun while doing it. He has a track record of developing talent and launching sales careers. With a background in technology and sales, he brings the right amount of practical experience and tact to Cockroach Labs. Nick's philosophy is geared around coaching and enablement with the goal of building Cockroach Labs' next best Enterprise sellers.

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact. 

Because when our customers win, we all win. 

The Role

Our Account Executives target and close new business with some of today’s most innovative companies. In this role, you will prospect into net new accounts, building pipelines from scratch within a defined target list of high-potential AI-centric, Digital Native companies. While you will enjoy support from digital marketing, field marketing and SDR teams, your success will be driven by your ability to identify, engage, and convert new buying teams through proactive outbound efforts.

You will own the full sales cycle—from initial prospecting and discovery through close—using a value-driven sales approach grounded in customer use cases across customer data and marketing activation. The ideal candidate is energized by opening new doors, mastering CockroachDB’s technical and business value, and building trusted relationships with customers where no prior relationship exists. While this is a remote role, you must be based in Seattle or the Bay Area to be eligible for this role. 

You Will

• Prospect into and close net-new logos within an assigned territory, consistently building pipeline through outbound activities such as account research, cold outreach, and executive-level engagement
• Develop and execute account penetration strategies for a defined list of target accounts, identifying buying centers, key stakeholders, and compelling entry points
• Drive opportunities through the entire sales cycle, from self-sourced pipeline generation to contract close
• Leverage and coordinate cross-functional internal teams (Sales Development, Engineering, Security, Legal, Marketing, Product) to support complex, multi-threaded new-business sales cycles
• Build and maintain detailed relationship maps and account plans for target accounts, including both active prospects and long-term strategic targets
• Deliver compelling presentations and demos that articulate CockroachDB’s differentiated value to audiences ranging from individual contributors to C-level executives

The Expectations

In your first 30 days, you will ramp on CockroachDB’s product, positioning, and competitive landscape, enabling you to confidently pitch and begin outbound prospecting into target accounts.

After three months, you will have established a repeatable outbound motion, a clear account strategy for your territory, and early-stage pipeline sourced from your own prospecting efforts. You will be actively engaging multiple stakeholders across several target accounts.

After six months, you will have built 3x quota coverage primarily from net-new pipeline, with multiple active POCs underway and a strong foundation of executive relationships across your region.

 You Have

•  3-5+ years in a closing role, with a proven track record of net-new logo acquisition.
• Demonstrated success in outbound prospecting and pipeline creation within the database ecosystem or adjacent technologies
• A consultative, value-based selling approach across cloud, on-premise, and hybrid environments
• Strong discovery, messaging, and executive communication skills, with the ability to create urgency in greenfield accounts
• Experience leveraging AI and modern sales tools to improve prospecting efficiency and deal execution
• A consistent history of exceeding sales targets in quota-carrying roles
• Excellent time management and prioritization skills, especially in outbound-heavy environments

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 accessibility@cockroachlabs.com.

Cockroach Labs has a hybrid work model, with Roachers that are local to one of our offices coming in on Mondays, Tuesdays, and Thursdays and working flexibly the rest of the week. While we’ve learned valuable lessons working remotely, nothing can replace the connection, creativity, and fun that occurs when Roachers get together and we are committed to fostering a workplace that encourages collaboration and allows us all to do our best work.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!