Account Executive, West US - Digital Natives

About the Role

The day-to-day responsibilities of this role include prospecting into net-new accounts, building pipelines from scratch, and engaging with high-potential AI-centric and digital native companies. You will enjoy support from digital marketing, field marketing, and SDR teams, but your success will be driven by your ability to identify, engage, and convert new buying teams through proactive outbound efforts.

Cockroach Labs is committed to creating a work environment that is inclusive and supportive, where everyone can thrive. As an Account Executive, you will be expected to embody the company's values and mission, and to contribute to a culture that is collaborative, innovative, and customer-centric.

What You Will Do

• 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
• Develop a deep understanding of CockroachDB's technical and business value, and communicate this value to customers and prospects
• Collaborate with the sales team to share best practices, trends, and insights that can help drive sales growth and revenue

What We Are Looking For

• 3-5+ years of experience 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
• Excellent time management and prioritization skills, especially in outbound-heavy environments
• Ability to work in a fast-paced, dynamic environment, with a strong focus on sales growth and revenue
• Strong understanding of the tech industry, with a focus on digital native companies and AI-centric technologies

Nice to Have

• Experience with Excel and other sales tools, such as CRM software and sales analytics platforms
• Knowledge of the database ecosystem, including cloud-based and on-premise solutions
• Familiarity with AI and machine learning technologies, and their applications in sales and marketing
• Experience working with cross-functional teams, including sales, marketing, and product development

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a dynamic and innovative company that is shaping the future of tech
• Collaborative and supportive work environment, with a strong focus on employee growth and development
• Flexible work arrangements, including remote work options and flexible hours
• Access to cutting-edge technologies and tools, including AI and machine learning platforms
• Professional development opportunities, including training and education programs
• Recognition and reward for outstanding performance, including bonuses and stock options

• Tip: Develop a strong understanding of CockroachDB's technical and business value, and be prepared to communicate this value to customers and prospects.
• Tip: Leverage AI and modern sales tools to improve prospecting efficiency and deal execution, and stay up-to-date with the latest trends and technologies in the industry.
• Tip: Build a strong network of relationships within the tech industry, including connections with digital native companies and AI-centric technologies.
• Tip: Develop a consultative, value-based selling approach that focuses on the customer's needs and pain points, rather than just pushing a product or service.
• Tip: Be prepared to work in a fast-paced, dynamic environment, with a strong focus on sales growth and revenue, and be flexible and adaptable in your approach.
• Tip: Consider developing a personal project or portfolio that demonstrates your skills and expertise in sales and marketing, and be prepared to showcase this to potential employers.