Cockroach Labs

Account Executive, AI Team - San Francisco

San Mateo, CA

Sponsorship not specified$125k-$175kDetected 1 day ago

ReactMongoDBDatabricksRESTAccessibilitySalesforceSalesAccount ManagementResearchTime Management

About the role

Our AI Enterprise Account Executives target and close new business with some of the most innovative AI-native companies in the world.
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.

In 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.
Own a named territory of AI-native accounts, managing account plans, outreach, and progression through the full sales cycle
Build and grow pipeline in a high-velocity, developer-led market where infrastructure decisions happen fast and first-mover relationships matter
Maintain accurate pipeline, forecasts, and account documentation in Salesforce
You will build cross-functional relationships and develop your strategy for account penetration across your named territory.
An understanding of developer-led buying motions and how to work with community and DevRel counterparts to build pipeline

Strong time management and the ability to prioritize across a large, high-potential territory

Leverage and coordinate cross-functional internal teams including Sales Development, Solutions Engineering, DevRel, Legal, Marketing, and Product to efficiently navigate complex sales cycles
Represent Cockroach Labs at key Bay Area AI events and developer summits as an active community member
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
A consultative and value-based approach to selling software
A track record of overachievement and hitting sales targets
Fluency with AI across core tasks - research, drafting, analysis, planning - used as a default, not an exception.

The technical depth to hold credible whiteboard conversations with Principal Engineers and CTOs on infrastructure and database topics
A demonstrated practice of integrating AI tools into your daily workflow to improve speed, quality, and decision-making.

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below.
Annual Anticipated Base Salary Range (U.S)
$125,000 - $175,000 USD

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.

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce.

This listing is sourced directly from Cockroach Labs's careers page and normalized into a canonical job model.