Strategic Account Executive, Financial Services - East US

| New York, NY, USA | Hybrid
Employer Provided Salary: $167,000-$310,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.
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What you build and where it takes you should be unrestricted by the capabilities of your database. That's why we created CockroachDB as the planet's most highly evolved, cloud-native, distributed SQL database. Making scale so simple you don't even have to think about it. Making data so resilient it becomes impossible to destroy. Making delivery so seamless, your apps run anywhere. Join us on our mission to build a different breed of database—one born in the cloud and built from the ground up to help companies of any size scale fast, survive disaster, and thrive everywhere.

About the Role

Our Strategic Account Executives target and close new business with Cockroach Labs’ largest, most strategic customers and prospects. In this role, you’ll focus on uncovering the pain points these organizations face as they evaluate migrating to a modern data solution, delivering the appropriate CockroachDB solution based on their needs. You will do this by helping key stakeholders at target accounts understand how Cockroach Labs’ solutions can improve their business objectives and outcomes, ultimately driving the buying process forward. The ideal candidate will have the aptitude and passion for becoming an expert in CockroachDB’s product capabilities, business impact, and competitive advantages and loves to build long-lasting relationships with customer needs at the center. Location for this role is flexible but you must be based in the Northeast US and will be covering Financial Services accounts.

You Will

  • Be responsible for a select number of key accounts that generate a significant amount of revenue for Cockroach Labs. These customers are typically complex in organizational structure and require a solution-selling approach to closing deals 
  • Lead a cross-functional account team (marketing, sales engineering, product, customer support) in the development and execution of detailed account plans and strategies to grow existing footprint within existing customers and secure new logo customers
  • Be the primary partner to the customer and their liaison to Cockroach Labs, and act as an ambassador for the customer internally within the Cockroach Labs team. You are excellent at building relationships within an account and have a knack for understanding customers’ pain points and how CockroachDB will solve them
  • Provide accurate forecasting for in and out-of-quarter opportunities and quarterly revenue commitments. You are very data-driven and understand the importance of accurately representing forecasts and how that maps to a high win rate of qualified 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'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. 

After nine months, you will have 3x your quota in pipeline. You will also have finalized account plans for 3 of your largest accounts and have at least 3 POCs in process. 

You Have

  • 9-12+ years of field quota-carrying, solution-selling experience, and demonstrated success in software sales within the database ecosystem or adjacent technologies.
  • Deep experience selling into and partnering with Financial Services customers
  • Experience leading large and complex sales cycles within the C-Level at Fortune 500 companies 
  • The ability to assess customer needs and build valuable, trusted, relationships at all levels 
  • Experience leading a consultative sales approach and negotiations in a complex software environment with a successful track record
  • A strong ability to connect with customers by actively listening to determine their needs
  • A track record of overachievement and hitting sales targets
  • Expert time and resource management 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 [email protected].

The annual anticipated base salary range for U.S. candidates for this role is USD $167,000 to $210,000, plus commission if a sales role. We set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location.  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. Salary is one component of the Cockroach Labs’ total rewards package, which includes stock options, health insurance, life and disability insurance, funds towards professional development resources, flexible PTO, paid holidays, and parental leave, to name a few! Salaries for candidates outside the U.S. will vary based on local compensation structures.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
  • People Operations
    • GolangLanguages
    • TypeScriptLanguages
    • SCSSLanguages
    • ReactLibraries
    • ReduxLibraries
    • CypressFrameworks
    • DockerFrameworks
    • gRPCFrameworks
    • JestFrameworks
    • KubernetesFrameworks
    • OAuthFrameworks
    • React Testing LibraryFrameworks
    • CockroachDBDatabases
    • PebbleDatabases
    • AWS (Amazon Web Services)Services
    • GitHubServices
    • Google CloudServices
    • Google AnalyticsAnalytics
    • LookerAnalytics
    • InVisionDesign
    • AirtableManagement
    • NetlifyCMS
    • Chorus.AICRM
    • DocuSignCRM
    • DriftCRM
    • LinkedIn SalesNavigatorCRM
    • OutreachCRM
    • SalesforceCRM
    • AnaplanCRM
    • DemandbaseCRM
    • ClariCRM
    • PostBeyondEmail
    • MarketoLead Gen
    • BizibleLead Gen
    • SlackCollaboration
    • ZoomCollaboration
    • Google MeetCollaboration
    • CultureAMPCollaboration
    • PaveCollaboration
    • BambooHRCollaboration
    • JIRAProject Management
    • LookerProject Management

Location

Our HQ is centrally located on the border of Chelsea, Manhattan's vibrant arts neighborhood, and the trendy Flatiron District. Known for a rich and diverse dining scene, there are no shortages of cafes and eclectic lunch, dinner, and happy hour options to explore in this area.

An Insider's view of Cockroach Labs

How do you empower your team to be more creative?

We empower our teams to be more creative with two core values: autonomy and a commitment to excellence. We surround teams with examples of excellence, high standards, and critical information to spark ideas and then empower them with the autonomy to act.

Isaac Wong

VP, Engineering

What unique initiatives do you have that encourage innovation?

Lasse

Member of Technical Staff

What are Cockroach Labs Perks + Benefits

Cockroach Labs Benefits Overview

Well-being for All: We partner with Spring Health (12 pre-paid sessions per year), LiveHealth Online, and an Employee Assistance Program to provide free counseling and mental health support on our team.

Flexible Time Off: Take time off when you need it and disconnect when you're not at work. Arrange your calendar in the way that makes the most sense for your unique personal and professional priorities.

Having Fun Together: In addition to sharing meals and snacks in the office and through online #donut meetings, we dedicate company time to bond through activities and events that include trivia, karaoke, paint-alongs, games, cocktail crafting, cooking, fitness classes, and more.

Team Trips: These might be trips to the NYC HQ or to camp in the mountains. The connections made in these environments build friendships, inspire ideas, and deepen the ties which make working together fun and productive.

Learning is Good: We provide an annual stipend to support your learning and development. We also host free professional development workshops throughout the year.

Parental Leave & Family Planning: We offer 12 weeks of paid parental leave to all new parents after 30 days with us, individualized transition time and re-entry support with 10 transition days to use during the first month after returning from leave; plus $500 baby bucks.

Health, Retirement, & Other Perks: competitive health insurance coverage for you & your dependents; One Medical membership; XP Health smart vision platform benefits; gym discounts; gender-affirming care; life insurance; free Covid testing; employee discounts & perks through SmartSpend; commuter benefits; FSA; 401(k).

Culture
Volunteer in local community
CRL dedicates at least 2 days per year to volunteering and our ERGs organize volunteer events throughout the year. For each hired referral, we donate $2,500 to the referrer's charity of choice.
Partners with nonprofits
CRL has ongoing partnerships with orgs including Black Girls Code and Marcy Lab. Our marketing, events, and recruiting teams have long replaced swag gifts with charity-based campaigns.
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Diversity
Mandated unconscious bias training
CRL regularly conducts company-wide and departmental trainings on avoiding unconscious bias, anti-harassment, and fairness in hiring.
Mean gender pay gap below 10%
Diversity employee resource groups
CRL's CREWS groups aim to foster inclusivity and connection. POC@CRL, Women of CRL, Infinite Colors (neurodivergence), and Roacher Pride are currently active, and any Roacher can make a new one!
Hiring practices that promote diversity
CRL has built more equitable hiring practices with resume-less, exercise-based interviews and standardized rubrics across all interviews, along with regularly conducted unconscious bias training.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
CRL's employees have the opportunity to elect into an FSA which allows them to make pre-tax contributions to an account for medical expenses.
Disability insurance
U.S. employees are covered by Cockroach Labs's short- and long-term disability insurance.
Dental insurance
Cockroach Labs offers comprehensive dental coverage with preventative care coverage at no cost to employees.
Vision insurance
We cover 100% of the premium for vision insurance which covers up to $130 in frames or contact lenses per year and XP Health membership (includes 3 $180 benefit credits for eyewear or lenses).
Health insurance
Competitive Medical, Dental, Vision, Basic Life, AD&D, and Disability Insurance for you, your spouse, partner, and/or dependents, along with One Medical and LiveHealth Online memberships.
Life insurance
Cockroach Labs offers competitive life insurance to our employees.
Pet insurance
Lower vet bills by up to 90% with a pet insurance policy.
Wellness programs
We offer a gym reimbursement program and contribute to CitiBike memberships.
Team workouts
Our Workplace Experience team organizes wellness events including summer yoga and outdoor retreats when conditions allow. Members of our #fitness channel meet daily for 15 min workouts.
Mental health benefits
Cockroach Labs partners with Spring Health to provide pre-paid therapy sessions to all employees in addition to an EAP and a LiveHealth Online membership.
Financial & Retirement
401(K)
Company equity
Equity compensation is determined by the impact we expect an individual to have in their role paired with the risk that earlier employees took in joining the company.
Charitable contribution matching
Cockroach Labs matches employee referral bonuses with an equivalent donation to a 501(c)(3) organization of the employee's choice.
Child Care & Parental Leave Benefits
Childcare benefits
Dependent FSAs allow you to set aside pre-tax dollars for child care during the day or before/after school. Cockroach Labs also gift new parents $500 Baby Bucks to use on family essentials.
Generous parental leave
We offer 12 weeks of paid parental leave to all new parents after 30 days with us, individualized transition time and re-entry support with 10 transitions days to use during the first month back.
Family medical leave
Employees in need may qualify for a leave of absence to care for their own serious health condition or that of a spouse, child, or parent.
Adoption Assistance
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited vacation policy
Paid volunteer time
Cockroach Labs regularly hosts Connect + Contribute Days, company-wide opportunities to volunteer or contribute to your community on company time.
Sabbatical
Employees with over five years of service who have significantly impacted the company's success are eligible for up to three months of sabbatical leave.
Paid holidays
Paid sick days
Cockroach Labs offers up to two weeks per year of sick leave in addition to flexible PTO.
Office Perks
Commuter benefits
Pre-tax Commuter Account & Citi Bike Membership Contributions.
Company-sponsored outings
Monthly Company Activities, Holiday Parties, & Bi-Annual Company Trips.
Free daily meals
CRL offices have fully stocked kitchens. In-office employees receive lunch stipends Mon-Thurs and order custom meals via a platform that donates a meal to alleviate food insecurity for each order.
Free snacks and drinks
All corporate offices have fully stocked kitchens with unlimited snacks and beverages. Visit the NYC HQ for cold brew on tap!
Company-sponsored happy hours
Cockroach Labs regularly hosts in-office and virtual happy hours. Our POC@CRL CREWS group hosts monthly "Wine Wednesday" Kickbacks.
Recreational clubs
Recreational Clubs at Cockroach Labs includes #fitness, ping pong, book club, and more!
Relocation assistance
Relocation assistance for you and your family to move to a corporate office location (as applicable).
Fitness stipend
Cockroach Labs offers a gym reimbursement program and CitiBike membership discounts. We also have a gym in our NYC HQ!
Onsite gym
Professional Development Benefits
Job training & conferences
Learning is Good resources including a yearly L&D stipend (up to $1500 per year).
Lunch and learns
Lunch & Learns are regularly hosted at Cockroach Labs.
Promote from within
Mentorship program
New Roachers are paired with a "Roachmate" to act as guides and buddies through onboarding. The Engineering department offers a formalized Mentorship Program.
Online course subscriptions available
Customized development tracks

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