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Job Description
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
Cockroach Labs is looking for a Regional Sales Leader to lead our growing team in the Americas. In this role, you will be responsible for overseeing and motivating a team of Account Executives 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. To be eligible for this role, you must be located in the Central or South region of the US.
You Will
- Manage, coach, and scale a team of Account Executives that cover North America
- 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 the People team to hire, onboard, and develop existing and new team members.
The Expectations
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 set the relevant OKRAs to reach yours and your team’s sales goals. 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 North America.
As you gain momentum at Cockroach Labs, you will also increase your team’s pipeline, improve win rates and develop a strong team culture and to help grow the overall revenue of Cockroach Labs.
You Have
- 12-15+ years overall experience in technology sales
- 5+ years experience as a high-growth SaaS leader/manager leading a field 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
- A passion for working on complex technical problems and have a strong understanding of modern infrastructure and database technologies
- Experience managing and coaching through the full sales cycle from prospecting to closing
- Experience and are comfortable leveraging sales methodologies
- Experience using Salesforce for accurate forecasting
- Experience in hiring and training talent at scale
- Ability to travel as needed
- Bachelor’s degree preferred
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 [email protected].
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)
$195,000—$240,000 USD
