Account Executive, Northeast

About the Role

Our Account Executives target and close new business with some of today’s most innovative companies. You will nurture inbound leads in your territory with marketing‑led support and prospect into a target list of select accounts, driving opportunities through the entire sales cycle from pipeline generation to closure. The role requires a value‑oriented sales methodology focused on use cases spanning customer data and marketing activation, and deep expertise in CockroachDB’s product capabilities, business impact, and competitive advantages.

Responsibilities

• Close new logos and expand existing business within an assigned Northeast U.S. 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.

Expectations

• First 30 days: learn CockroachDB and pitch the product proficiently; begin building cross‑functional relationships and an account‑penetration strategy.
• By three months: have a sound plan for account strategy and mapping, with relationships established with several regional leaders.
• By six months: achieve 3× quota in pipeline and have at least three proofs‑of‑concept in process.

Requirements

• 8‑10+ years of experience selling enterprise solutions with demonstrated success in software sales within the database ecosystem or adjacent technologies.
• Experience leading large and complex sales cycles with C‑level stakeholders at Fortune 500 companies.
• Consultative, value‑based approach to selling software for cloud, on‑premise, and hybrid deployments.
• Ability to assess customer needs and build valuable, trusted relationships at all levels.
• Track record of overachievement and consistently hitting sales targets.
• Expert time‑management and resource‑allocation skills.
• Must be based in the Northeast region of the United States.

Benefits

• Stock Options
• Medical, Vision, and Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays (11 per year)
• Paid Sick Days (10 per year)
• Paid Parental Leave
• Retirement Benefits (401 k)
• Mental Wellbeing Benefits
• And more

Pay

Annual anticipated base salary range (U.S.) : $145,000 — $190,000 USD. This role is also eligible for commission and is part of Cockroach Labs’ Total Rewards package, which includes the benefits listed above.

Schedule

Cockroach Labs follows a hybrid work model. Employees local to an office attend on‑site on Mondays, Tuesdays, and Thursdays and work flexibly the rest of the week.