Sr. Director, Product Marketing

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 Head of Product Marketing to build and lead the PMM function during a pivotal period of growth. CockroachDB is the leading distributed SQL database — trusted by OpenAI, CoreWeave, Netflix, Roblox, and DoorDash for workloads that can't go down. We've achieved significant cost-to-serve reductions (50%+ TCO improvement for key workloads) and are on a path to become the cheapest database at scale while remaining the most resilient. This is a building role, not a maintaining role. You'll inherit a small, capable team and be responsible for installing the operating model, hiring to scale, and delivering measurable impact on awareness, deal velocity, and win rates. You'll report to the VP of Product and operate as part of a unified Product + PMM + Education organization within RD. You Will Rewrite the CockroachDB narrative in customer language. Today our story is told in database terms. You'll translate it into the language of architects and CIOs: "Your database will never go down. It works everywhere your customers are. And it costs less than what you're running today." You'll develop, test, and enforce this messaging across every channel, ensuring it resonates across personas such as developers, platform engineers, architects, and enterprise buyers, and throughout the full lifecycle from evaluation through adoption to expansion. Win the cost narrative. CockroachDB has achieved 50%+ TCO reductions with more radical simplifications coming. You'll build TCO models, cost-comparison tools, and campaigns that give Sales a new competitive weapon against Aurora and Oracle. Own the "AI Infrastructure Database" position. OpenAI, CoreWeave, and other leading AI companies run on CockroachDB for mission-critical operational state. You'll develop and own the narrative that CockroachDB is the operational backbone for AI companies, a genuinely differentiated story no competitor can tell. Make Sales unstoppable. Build concise, actionable competitive enablement for Aurora, Oracle, and Spanner. Create vertical-specific deal accelerators. Deliver translation training that teaches AEs to sell in business language. Build POC success guides and migration risk-reduction frameworks that accelerate deal cycles. Activate the customer base as an awareness engine. Turn marquee logos into speaking opportunities, case studies with quantified outcomes, press quotes, and video testimonials. One CTO on stage saying "we chose CockroachDB because our old database couldn't survive a region failure" is worth more than a year of blog posts. Drive decisions with data. Set and track success metrics such as win rates vs. competitors, pipeline influenced by PMM initiatives, product adoption, content engagement. Use win/loss analysis, competitive intelligence, and attribution data to guide prioritization and measure impact. Iterate when results fall short. Build effective operations. Install operating rhythms, launch playbooks, enablement cadences, and measurement systems. Define roles, set priorities, and create a culture of execution. Operate as part of a unified RD organization. You'll report to the VP of Product and work as a genuine partner to Product Management and Education. PMM attends product planning, knows the roadmap 2 quarters out, and authors a "so what" for every feature that ships. You'll embed PMM early and continuously in the product development lifecycle and scale it as a company-wide capability, not a siloed function. Build analyst relations over time. Analyst coverage (Gartner, Forrester) ... (truncated, view full listing at source)