Account Executive, AI Team San Francisco

The next era of software wont operate at human scale. Applications will create applications. Systems will coordinate with systems. Data and decisions will move faster than teams can react to them. The infrastructure powering that world cannot be fragile reactive or limited by the assumptions of the past. Cockroach Labs exists to build what comes next before the world requires it.

We created CockroachDB to survive failures scale without compromise and adapt to changing conditions automatically. Now were helping define a future where complexity fades into the background and infrastructure simply works no matter the scale.

This is the kind of challenge that attracts people who want to shape industries not just participate in them. The work is ambitious the standards are high and the impact is real.

Our AI Enterprise Account Executives target and close new business with some of the most innovative AI-native companies in the this role you will own a named list of high-priority accounts while building relationships across a broader ecosystem of AI-native builders in the Bay Area. You will drive opportunities through the entire sales cycle from pipeline generation to close employing a value-oriented sales methodology tailored to engineering-first organizations. Your buyers are Principal Engineers and CTOs who make infrastructure decisions based on technical credibility and trusted relationships and who move in weeks not quarters. The ideal candidate has a genuine passion for CockroachDBs product and a talent for building long-lasting relationships with technical buyers at the center. This role is based in the Bay Area.

• Own a named territory of AI-native accounts managing account plans outreach and progression through the full sales cycle
• Leverage and coordinate cross-functional internal teams including Sales Development Solutions Engineering DevRel Legal Marketing and Product to efficiently navigate complex sales cycles
• Build and grow pipeline in a high-velocity developer-led market where infrastructure decisions happen fast and first-mover relationships matter
• Run structured discovery to understand how prospects are building and where CockroachDB fits in their stack
• Maintain accurate pipeline forecasts and account documentation in Salesforce
• Represent Cockroach Labs at key Bay Area AI events and developer summits as an active community member

In your first 30 days you will learn about CockroachDB and will be able to pitch the product proficiently. You will build cross-functional relationships and develop your strategy for account penetration across your named territory.

After three months you will have active outreach across your territory a clear account strategy and early-stage pipeline in motion. You have begun building relationships with technical leaders across your accounts and have a strong point of view on how CockroachDB solves their challenges.

After six months you will have a healthy pipeline active POCs in process and a growing presence in the Bay Area AI ecosystem that extends well beyond your named account list.

• 4 years of experience selling enterprise solutions with a track record of selling to AI-native developer-led or product-led growth companies
• Existing relationships in the Bay Area AI ecosystem; background at companies like MongoDB Databricks Confluent HashiCorp Neon or Supabase is a plus
• The technical depth to hold credible whiteboard conversations with Principal Engineers and CTOs on infrastructure and database topics
• An understanding of developer-led buying motions and how to work with community and DevRel counterparts to build pipeline
• A consultative and value-based approach to selling software
• A track record of overachievement and hitting sales targets
• A demonstrated practice of integrating AI tools into your daily workflow to improve speed quality and decision-making.
• Fluency with AI across core tasks research drafting analysis planning used as a default not an exception.
• Strong time management and the ability to prioritize across a large high-potential territory

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 .

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 weve 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.

• 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!