Cockroach Labs

• 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 CockroachDB’s 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

Title: Member of Technical Staff (Test Engineering) Location: Bangalore, India Job Description: 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 Databases must keep going no matter what. At Cockroach Labs, quality is our number one feature. We are software engineers on a mission to push our product to new frontiers. Our work has a broad-reaching impact on the engineering organization of over 100 engineers who rely on our tools and methodology to ship a top-notch quality product. Test Engineering is expanding our investment in next-generation test automation and bug-finding techniques, utilizing both randomized and deterministic testing. Note that this is not a QA/manual testing role; all Cockroach Labs engineers write tests and obsess about quality. Test Engineering is a cross-functional team that aims to enable and strengthen the engineering organization by emphasizing correctness and performance testing. The work encompasses three primary focus areas: Test Infrastructure, Exploratory Testing, and Performance and Scalability. Speaking broadly, Test Infrastructure enables automated test execution, detection of performance regressions, fuzzing, and much more. Exploratory Testing enables new bug-finding techniques such as static and dynamic analysis, metamorphic testing, failure injection, and others. Performance and Scalability enables at-scale benchmarking. Some examples of recent and future projects: - Mixed version framework utilizing roachtest and roachprod - Failure injection testing (e.g., chaos-mesh, frisbee) - Next generation of roachtest and roachperf - Parallelized automated microbenchmarks via roachprod-bench - Developing a static analysis framework for concurrency bugs - Large-scale benchmarking and performance testing - Automated flaky test detection and quarantining The ideal candidate will have worked with massively complex codebases and possesses broad experience in distributed systems, cloud infrastructure, and automated testing. You Will - Develop test strategies and methodologies. - Build and scale test infrastructure. - Build tools and frameworks to find bugs in complex distributed systems. - Build static and dynamic analyzers. - Perform at-scale cloud benchmarking. - Prioritize and execute test suites that are representative of customers’ workloads. The Expectations In your first 30 days, you will become an integrated member of our engineering team. You’ll become familiar with our production systems, software development workflows, and the architectures of CockroachDB and CockroachDB Cloud. We believe that it’s essential for you to take the first month to get to know our technology and our company. You’ll work on a “starter project” to help you learn about a particular area and start to get the lay of the land. After your first month, you will align with the team’s development objectives and own a medium-sized project to completion. By the end of the third month, you will be a fully contributing member of the Test Engineering team. You will also have developed enough familiarity with our engineering processes to propose and scope future projects. You Have - 8+ years of experience as a software engineer writing clean, idiomatic code. - 1+ years of hands-on experience with GCP or AWS. - Experience with one of the following: Database or Distributed Systems Testing, Static Code analysis, Failure mode analysis. - Exceptional communication skills and a collaborative mindset. - BS in Computer Science or equivalent experience. The Team Reporting to Stan Rosenberg - Director of Engineering Stan is an experienced engineering leader, having built and scaled high-performing engineering teams and distributed systems at high-tech startups. Prior, he worked as a software engineer and a researcher in formal methods. He holds a Ph.D. in Computer Science from Stevens Institute of Technology. In his free time, he enjoys exploring outdoors while dreaming about days when software works as reliably as a bridge. BabuSrithar - Site Lead, India BabuSrithar is the Site Leader for India. He is responsible for our growth strategy and is a cultural champion in the region. He is passionate about building high-quality software products and lean teams by leveraging everyone's potential. He enjoys working with people and learning along the way. Before joining Cockroach Labs, BabuSrithar held senior leadership positions at companies like Nutanix, Clumio and recently he was VP of engineering at Apty where he led the engineering globally. When not at work, he enjoys his time with his 3-year-old and family. Isaac Wong - EVP of Engineering Isaac is responsible for the health of the engineering organization at Cockroach Labs. He partners closely with teams to ensure we have a balanced culture that promotes quality and innovation in pursuit of our goals. Before joining Cockroach Labs Isaac was in life sciences for 16 years with Medidata Solutions where he had a front row seat on the exciting ride from a 30 person startup to more than 2000 people worldwide. But the lure of distributed, resilient, and consistent SQL databases, along with the amazing technology and culture at Cockroach Labs proved too much. When not working he likes to draw, play the piano, and search NYC for cannolis with his wife and kids. 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 accessibility@cockroachlabs.com. 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 we’ve 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 - 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!

• Design, implement, and maintain new features and integrations that enhance the GTM OS. • Investigate and resolve complex performance and reliability issues within the GTM OS and its data pipelines. • Partner directly with internal teams to understand how they spend their time and identify opportunities. • Present and consult across Cockroach Labs to showcase the work we’ve built and help teams understand how to best leverage it. • Continuously improve and manage the infrastructure, tooling, and supporting systems required to operate the GTM OS effectively.

• Provide extraordinary service for both our Self-Service and Enterprise customers. • Support customers on our various deployment models (Self Hosted, CockroachDB Dedicated and Serverless). • Develop deep technical expertise in CockroachDB and accompanying technologies. • Recognize patterns among customer issues and suggest ways to improve our product and offerings. • Partner with our Documentation, Product, Sales, and Engineering teams to guide those improvements. • Help develop and iterate on our support processes, tooling and systems. • Develop Runbooks & Playbooks for issues you’ve encountered that could reduce time to resolution in the future. • Participate in our Follow-The-Sun model to ensure work continuity beyond your shift for priority tickets. • Reproduce technical issues and work with Engineering to resolve them on behalf of our customers.

Title: Sales Development Representative Location: Austin United States Job Description: 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 Cockroach Labs is looking for a Sales Development Representative to help build the top of the sales funnel that will help fuel our Sales organization. You will grow our business by reaching the right people at the right companies at the right time - and then setting up these valuable opportunities for our sales team to close. You excel in high-energy environments and relish dealing with all the challenges that growth creates. You understand outbound sales prospecting across segments and a focus on improving the process of prospecting and lead generation. To be eligible for this role, you must be based in Austin, TX and will be expected to go into the office on Mondays, Tuesdays & Thursdays. You Will - Qualify and develop inbound and outbound sales leads, delivering high-quality, qualified leads to our sales team. - Collaborate with Sales and Marketing to build regular sales campaigns and systematically improve the lead qualification processes. - Consistently produce a high level of outbound prospecting activity. - Run email campaigns to produce new sales prospects. - Analyze industry trends and segments to create new sources of qualified leads. - Utilize CRM system to track activity and manage sales opportunities. - Meet quarterly and annual qualified opportunity goals. - Maintain an up to date technical understanding of products, solutions, and business value propositions. The Expectations In your first 30 days, you will learn about CockroachDB and become proficient in the product. We believe that it is necessary for you to build this foundation so you can successfully grasp Cockroach Labs' sales strategy. Upon completion of your first month, you will have the ability to manage and develop inbound leads effectively. After 60 days, you'll manage inbound leads and create campaigns for continued engagement. After 90 days, you will be generating qualified pipeline for the sales team and hitting or exceeding your targets. You Have - 6 months to 1 year of previous Lead Generation or Sales Development experience. - Experience collaborating and developing positive business relationships. - Worked with deadlines, effectively managing time and prioritizing tasks. - Gathered and used data to inform and persuade others. - Developed compelling strategies that meet targets. - Experience with CRM-related tools (i.e. Salesforce.com) and lead qualification-related applications. - Excellent interpersonal, leadership, organizational, and communication skills. - BA/BS degree or equivalent in related field. 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 accessibility@cockroachlabs.com. 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 we've 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 - 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 - Mental Wellbeing Benefits - And more! The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. This role is also eligible for commission. Salary is one component of the Cockroach Labs' Total Rewards package, which also includes, for each employee: stock options, medical insurance, vision insurance, dental insurance, life and disability insurance, funds towards professional development resources, flexible paid time off, 11 paid holidays a year, 10 paid sick days a year, paid parental leave, a 401(k) plan, and wellbeing benefits. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. Actual salaries may vary and fall outside of this range depending on factors such as a candidate's qualifications, geographic location, skills, experience, and competencies. In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than this job description as posted. Annual Anticipated Base Salary Range (U.S) $45,000 - $52,500 USD

• Work alongside the sales team to introduce CockroachDB to our potential customers. As a trusted advisor, you will help educate prospects on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges. • Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations. • Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB. • Identify and address customers' key technical objections and develop the engineering strategies strategy to resolve those blockers to adoption.

• Act as a trusted advisor to SI and ISV counterparts, cross functional teams within Cockroach Labs, and mutual customers • Act as a strategic technical leader in the field to provide architectural guidance and integration recommendations necessary to promote & accelerate partner engagements worldwide • Ensure customer & partner success in designing, building, and migrating applications from legacy platforms • Lead deep architectural discussions and design exercises to create world-class solutions • Author or otherwise contribute to joint customer-facing publications such as white papers, blogs, and proof of concepts • Formulate and execute a sales strategy in partnership with your channel manager to exceed revenue objectives • Build deep relationships with senior technical staff across GSIs and ISVs and enable them to be CRDB advocates • Capture and share best-practices amongst the CRL solutions architect community • Stay updated on industry trends, market dynamics, and competitive landscape to identify opportunities and threats

• Own and deliver expert technical guidance and assistance to our customers during their planning, design, testing, migration, and implementation efforts as they modernize both their legacy SQL applications and new, next generation applications. • Utilize your deep technical skills to provide measurable value to customers and drive sales growth. • Educate customers on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges. • Drive adoption and implementation of Cockroach Labs tools/features by leading requirements and design sessions, migration analysis and strategy, performance analysis and tuning, hands-on product and technical workshop sessions. • Need to learn new technologies constantly and quickly in order to keep pace with customer environments. • As a member of the Revenue organization, you will partner with members of the Sales and Customer Success teams in driving new business opportunities and expanding adoption in existing customer organizations. • Develop and implement best practices, processes and tools which can continually enhance Cockroach Labs’s Professional Services offerings.

• Represent Cockroach Labs at major conferences, webinars, and partner events, delivering compelling technical presentations and thought leadership sessions. • Engage and advise strategic partners, including leading cloud providers, ISVs, and GSIs, to design joint solutions, integrations, and co-branded go-to-market initiatives. • Present confidently to a range of stakeholders, from engineers and architects to C-level executives, translating complex technical concepts into clear, actionable insights. • Create and deliver scalable enablement programs—workshops, bootcamps, demos, and training sessions—to accelerate partner adoption and technical readiness. • Collaborate with Product, Engineering, and GTM teams to align on integration opportunities, roadmap feedback, and partner technical needs. • Develop technical assets and content, including blogs, whitepapers, demo videos, and presentations that showcase the power and design of CockroachDB. • Stay ahead of industry trends, bringing back insights that shape Cockroach Labs’ partner strategy and technical roadmap. • Mentor and elevate internal and partner technical teams, fostering a culture of innovation and technical excellence.

Generate new opportunities and manage project execution, overseeing client needs and solutions. Collaborate with multidisciplinary teams to create design documents and foster client relationships while supporting professional development goals.