Account Executive, West US - Digital Natives

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 ... (truncated, view full listing at source)