Enterprise Account Executive

Job Description

Category-defining tech. Career-defining work.
Lots of tech companies disrupt. But, many fail when they try to scale. We&aposre different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we&aposre 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 todays most innovative companies. In this role, youll both nurture inbound leads in your territory with marketing-led support as well as prospect into a target list of select accounts. You will do this by driving opportunities through the entire sales cycle from pipeline generation to closure, employing a value-oriented sales methodology with a focus on use cases spanning customer data and marketing activation. The ideal candidate will have the aptitude and passion for becoming an expert in CockroachDBs product capabilities, business impact, and competitive advantages and loves to build long-lasting relationships with customer needs at the center. You must be based in Mumbai, India to be eligible for this role.
You Will

- Close new logos and expand existing business within an assigned 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 CockroachDBs 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

The Expectations
In your first 30 days, you will learn about CockroachDB and will be able to pitch the product proficiently. We believe that it is necessary for you to build this foundation so you can successfully engage with existing accounts and grasp the sales strategy. Upon completion of your first month, you will have built cross-functional relationships and will have started building your strategy for account penetration.
After three months, you&aposll have a sound plan for account strategy and mapping. You have started building relationships with several leaders across your region and are beginning to understand their challenges and how CockroachDB can help solve them. You wouldve done at least 15 customer meetings by this time.
After six months, you will have 3x your quota in pipeline and will have at least 3 POCs in process.
You Have

- 10+ years of experience selling enterprise solutions and demonstrated success in software sales within the database ecosystem or adjacent technologies
- Experience leading large and complex sales cycles within the C-Level at Fortune 500 companies, specifically within financial services and conglomerates
- A consultative and value-based approach to selling software for cloud, on-premise and hybrid deployments
- The ability to assess customer needs and build valuable, trusted relationships at all levels
- A track record of overachievement and hitting sales targets
- Ability to work cohesively with cross functional business units like marketing and sales development
- Expert time management and resource skills

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 [Confidential Information].
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.
Benefits

- Competitive Health Insurance Coverage (for you & your dependents)
- Paid Parental Leave (with baby bucks)
- Flexible PTO & Flexible Hours
- Learning & Development Budget

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