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Principal Partner Solutions Architect - Distributed US

Cockroach Labs · Remote, United States

Sales Remote, United States Posted May 7, 2026

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!

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits.

We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted.

Salaries for candidates outside the U.S. will vary based on local compensation structures.

This position will remain posted until filled. Applicants should apply via our Careers Page.

Annual Anticipated Base Salary Range (U.S)

$188,000—$210,000 USD

Ready to apply?

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Sr. Customer Success Manager- NYC or Toronto

Cockroach Labs · Remote, United States

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Customer Success Remote, United States Posted Apr 23, 2026

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 Customer Success Managers are trusted advisors to enterprise customers, owning the relationship from onboarding through long-term value realization. Partnering closely with Sales, they build credibility and influence by acting with urgency, advocating internally for the customer, and driving alignment across teams.

In this role, you own the customer’s path to value realization. You translate business goals into clear success criteria, manage critical milestones, and ensure customers achieve tangible value from CockroachDB while proactively managing risks, renewal health, and identifying expansion opportunities.

Our Customer Success Managers require strong program management skills and the ability to coordinate multiple workstreams simultaneously. While not a technical role, CSMs must develop deep product knowledge, understand database technologies and the competitive landscape, and confidently connect customer pain points to effective solutions. You must be based in Toronto or NYC to be eligible for this role.

You Will

Own 8–12 strategic accounts end to end, including onboarding, adoption, health, risk management, renewals, and expansion.
Define and execute Customer Success Plans aligned to customer business objectives, usage, ROI, and time-to-value.
Lead Executive Business Reviews, presenting outcomes, risks, and recommendations to senior and C-level stakeholders.
Manage enablement and technical rollout initiatives, coordinating with Engineering, Product, Support, and Professional Services to remove blockers.
Serve as the primary point of coordination across the account team (Account Executive, Sales Engineer, Support, and Services) to ensure seamless customer coverage.
Develop a deep understanding of customer business needs and translate them into technical and operational requirements for Cockroach Labs.
Proactively identify, qualify, and partner with Sales on expansion opportunities to grow ARR.
Monitor customer health and product consumption, recommending upgrades or enhancements to increase value and adoption.
Track, forecast, and report on key success metrics, including renewal risk, NRR, churn, CSAT/NPS, and time-to-value.
Design and continuously improve scalable Customer Success processes, playbooks, health models, and reporting.

The Expectations

In your first 30 days, you’ll ramp quickly on CockroachDB, its core architecture, strengths, and best-fit use case so you can confidently speak to customer problems and solutions. During this time, you’ll also focus on building strong internal relationships across Sales, Product, Engineering, and Support, learning how to navigate the organization and mobilize the right resources to support customers effectively.

By 60 days, you’ll begin actively participating in day-to-day CSM tasks, shadowing ongoing customer engagements and taking ownership of defined portions of account governance. This includes contributing to customer meetings, tracking action items, identifying risks, and supporting adoption and enablement efforts alongside the broader account team.

After three months, you’ll independently own a portfolio of accounts, lead customer conversations, and drive execution against Customer Success Plans. You’ll proactively identify risks and expansion opportunities, run Executive Business Reviews, and coordinate cross-functional teams to ensure customers are realizing measurable value from CockroachDB.

You Have

6 - 8 years of experience as a Customer Success Manager, Project Manager or Technical Account Manager with a proven success record
3+ years of experience managing high-value, strategic accounts
Experience working with sales teams
Knowledge of databases, distributed systems, and modern enterprise software architecture
Successful track record of driving product adoption and expansion through understanding the customer's current (and future) database requirements

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!

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits.

We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted.

Salaries for candidates outside the U.S. will vary based on local compensation structures.

This position will remain posted until filled. Applicants should apply via our Careers Page.

Annual Anticipated Base Salary Range (U.S)

$145,000—$160,000 USD

Ready to apply?

Apply to Cockroach Labs

Cockroach Labs

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Sr. Staff Sales Engineer - US West

Cockroach Labs · Remote, United States

Apply now

Sales Remote, United States Posted Apr 21, 2026

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!

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits.

We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted.

Salaries for candidates outside the U.S. will vary based on local compensation structures.

This position will remain posted until filled. Applicants should apply via our Careers Page.

Annual Anticipated Base Salary Range (U.S)

$170,000—$210,000 USD

Ready to apply?

Apply to Cockroach Labs

Cockroach Labs

View all jobs →

Account Executive, West US - Digital Natives

Cockroach Labs · Remote, United States

Apply now

Sales Remote, United States Posted Feb 2, 2026

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!

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs’ Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits.

We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted.

Salaries for candidates outside the U.S. will vary based on local compensation structures.

This position will remain posted until filled. Applicants should apply via our Careers Page.

Annual Anticipated Base Salary Range (U.S)

$145,000—$170,000 USD

Ready to apply?

Apply to Cockroach Labs

Cockroach Labs

View all jobs →