Account Executive, Central US

About this role

<div class="job-post-container" style="position: relative; background-color: white; padding: 20px; max-width: 1000px; margin: 0 auto; box-shadow: 0px 0px 10px rgba(0, 0, 0, 0.1); min-height: 500px; border: 5px solid #0037A5;"> <div style="position: absolute; top: 0; left: 2; width: 200px; height: 300px; margin-top: 30px; opacity: 1; z-index: 1;"> </div> <div class="job-post-content" style="position: relative; z-index: 2;"> <h1 style="font-family: Arial, sans-serif; color: #333; line-height: 1.2; margin-top: 20px;"><img style="max-width: 100%;" src="https://i.imgur.com/b9m4CJj.jpeg" alt="" width="71"></h1> <h1 style="text-align: center;">Category-defining tech. Career-defining work.</h1> <p>The next era of software won’t 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.</p> <p>Cockroach Labs exists to build what comes next — before the world requires it.</p> <p>We created CockroachDB to survive failures, scale without compromise, and adapt to changing conditions automatically. Now we’re helping define a future where complexity fades into the background and infrastructure simply works, no matter the scale.</p> <p>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.</p> <p> </p> <hr> <h2><span style="color: rgb(0, 0, 0);"><strong>The Role</strong></span></h2> <p><span style="font-weight: 400;">Our Account Executives target and close new business with some of today’s most innovative companies. In this role, you’ll 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 CockroachDB’s product capabilities, business impact, and competitive advantages </span><span style="font-weight: 400;">and loves to build long-lasting relationships with customer needs at the center.  <strong>While location for his role is flexible, you must be based in the Central region of the United States to be eligible for this role.</strong></span></p> <h2><strong>You Will</strong></h2> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Close new logos and expand existing business within an assigned territory, meeting and exceeding sales goals through prospecting, qualifying, managing, and closing sales opportunities </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Leverage and coordinate cross-functional internal teams (Sales Development, Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Maintain, build and own specific relationship maps for your territory, including existing relationships and aspirational contacts</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Lead compelling presentations of CockroachDB’s product and vision to a broad range of audiences, from c-level executives to individual contributors</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities</span></li> </ul> <h2><strong>The Expectations</strong></h2> <p><span style="font-weight: 400;">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. </span></p> <p><span style="font-weight: 400;">After three months, you'll 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. </span></p> <p><span style="font-weight: 400;">After six months, you will have 3x your quota in pipeline and will have at least 3 POCs in process.</span><span style="font-weight: 400;">  </span> </p> <h2><strong>You Have</strong></h2> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">8-10+ years of experience selling enterprise solutions and demonstrated success in software sales within the database ecosystem or adjacent technologies</span></li> <li style="font-weight:…