Cockroach Labs

Own and manage strategic customer accounts, ensuring value realization, driving adoption, and identifying expansion opportunities. | Extensive experience in managing high-value accounts, working with sales teams, and understanding enterprise software or database technologies. | 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 Our Customer Success Managers are trusted advisors to enterprise customers, owning the relationship from onboarding through long-term value realization. Partnering closely with Sales, they build credibility and influence by acting with urgency, advocating internally for the customer, and driving alignment across teams. In this role, you own the customer’s path to value realization. You translate business goals into clear success criteria, manage critical milestones, and ensure customers achieve tangible value from CockroachDB while proactively managing risks, renewal health, and identifying expansion opportunities. Our Customer Success Managers require strong program management skills and the ability to coordinate multiple workstreams simultaneously. While not a technical role, CSMs must develop deep product knowledge, understand database technologies and the competitive landscape, and confidently connect customer pain points to effective solutions. You must be based in Toronto, NYC or Austin to be eligible for this role. You Will Own 8–12 strategic accounts end to end, including onboarding, adoption, health, risk management, renewals, and expansion. Define and execute Customer Success Plans aligned to customer business objectives, usage, ROI, and time-to-value. Lead Executive Business Reviews, presenting outcomes, risks, and recommendations to senior and C-level stakeholders. Manage enablement and technical rollout initiatives, coordinating with Engineering, Product, Support, and Professional Services to remove blockers. Serve as the primary point of coordination across the account team (Account Executive, Sales Engineer, Support, and Services) to ensure seamless customer coverage. Develop a deep understanding of customer business needs and translate them into technical and operational requirements for Cockroach Labs. Proactively identify, qualify, and partner with Sales on expansion opportunities to grow ARR. Monitor customer health and product consumption, recommending upgrades or enhancements to increase value and adoption. Track, forecast, and report on key success metrics, including renewal risk, NRR, churn, CSAT/NPS, and time-to-value. Design and continuously improve scalable Customer Success processes, playbooks, health models, and reporting. The Expectations In your first 30 days, you’ll ramp quickly on CockroachDB, its core architecture, strengths, and best-fit use case so you can confidently speak to customer problems and solutions. During this time, you’ll also focus on building strong internal relationships across Sales, Product, Engineering, and Support, learning how to navigate the organization and mobilize the right resources to support customers effectively. By 60 days, you’ll begin actively participating in day-to-day CSM tasks, shadowing ongoing customer engagements and taking ownership of defined portions of account governance. This includes contributing to customer meetings, tracking action items, identifying risks, and supporting adoption and enablement efforts alongside the broader account team. After three months, you’ll independently own a portfolio of accounts, lead customer conversations, and drive execution against Customer Success Plans. You’ll proactively identify risks and expansion opportunities, run Executive Business Reviews, and coordinate cross-functional teams to ensure customers are realizing measurable value from CockroachDB. You Have 6 - 8 years of experience as a Customer Success Manager, Project Manager or Technical Account Manager with a proven success record 3+ years of experience managing high-value, strategic accounts Experience working with sales teams Knowledge of databases, distributed systems, and modern enterprise software architecture Successful track record of driving product adoption and expansion through understanding the customer's current (and future) database requirements 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! 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. Salaries for candidates outside the U.S. will vary based on local compensation structures. This position will remain posted until filled. Applicants should apply via our Careers Page. Annual Anticipated Base Salary Range (U.S) $145,000—$160,000 USD

Own and manage strategic customer accounts, drive product adoption, and coordinate cross-functional teams to ensure customer success. | Extensive experience in managing high-value accounts, deep understanding of database technologies, and proven success in driving product expansion. | 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 Our Customer Success Managers are trusted advisors to enterprise customers, owning the relationship from onboarding through long-term value realization. Partnering closely with Sales, they build credibility and influence by acting with urgency, advocating internally for the customer, and driving alignment across teams. In this role, you own the customer’s path to value realization. You translate business goals into clear success criteria, manage critical milestones, and ensure customers achieve tangible value from CockroachDB while proactively managing risks, renewal health, and identifying expansion opportunities. Our Customer Success Managers require strong program management skills and the ability to coordinate multiple workstreams simultaneously. While not a technical role, CSMs must develop deep product knowledge, understand database technologies and the competitive landscape, and confidently connect customer pain points to effective solutions. You must be based in Toronto or NYC to be eligible for this role. You Will • Own 8–12 strategic accounts end to end, including onboarding, adoption, health, risk management, renewals, and expansion. • Define and execute Customer Success Plans aligned to customer business objectives, usage, ROI, and time-to-value. • Lead Executive Business Reviews, presenting outcomes, risks, and recommendations to senior and C-level stakeholders. • Manage enablement and technical rollout initiatives, coordinating with Engineering, Product, Support, and Professional Services to remove blockers. • Serve as the primary point of coordination across the account team (Account Executive, Sales Engineer, Support, and Services) to ensure seamless customer coverage. • Develop a deep understanding of customer business needs and translate them into technical and operational requirements for Cockroach Labs. • Proactively identify, qualify, and partner with Sales on expansion opportunities to grow ARR. • Monitor customer health and product consumption, recommending upgrades or enhancements to increase value and adoption. • Track, forecast, and report on key success metrics, including renewal risk, NRR, churn, CSAT/NPS, and time-to-value. • Design and continuously improve scalable Customer Success processes, playbooks, health models, and reporting. The Expectations In your first 30 days, you’ll ramp quickly on CockroachDB, its core architecture, strengths, and best-fit use case so you can confidently speak to customer problems and solutions. During this time, you’ll also focus on building strong internal relationships across Sales, Product, Engineering, and Support, learning how to navigate the organization and mobilize the right resources to support customers effectively. By 60 days, you’ll begin actively participating in day-to-day CSM tasks, shadowing ongoing customer engagements and taking ownership of defined portions of account governance. This includes contributing to customer meetings, tracking action items, identifying risks, and supporting adoption and enablement efforts alongside the broader account team. After three months, you’ll independently own a portfolio of accounts, lead customer conversations, and drive execution against Customer Success Plans. You’ll proactively identify risks and expansion opportunities, run Executive Business Reviews, and coordinate cross-functional teams to ensure customers are realizing measurable value from CockroachDB. You Have • 6 - 8 years of experience as a Customer Success Manager, Project Manager or Technical Account Manager with a proven success record • 3+ years of experience managing high-value, strategic accounts • Experience working with sales teams • Knowledge of databases, distributed systems, and modern enterprise software architecture • Successful track record of driving product adoption and expansion through understanding the customer's current (and future) database requirements 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! 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. Salaries for candidates outside the U.S. will vary based on local compensation structures. This position will remain posted until filled. Applicants should apply via our Careers Page. Annual Anticipated Base Salary Range (U.S) $145,000—$160,000 USD

Represent Cockroach Labs at events, engage with partners, create technical content, and influence technical strategy. | Over 10 years in technical pre-sales, solutions architecture, or developer advocacy, with strong public speaking skills and experience in distributed systems and cloud architectures. | 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 As a Principal Partner Solutions Architect and Technical Evangelist at Cockroach Labs, you will act as a senior technical leader across our global partner ecosystem—driving innovation, enablement, and strategic engagement with cloud providers, ISVs, and GSIs. You bring the rare combination of deep technical expertise, public speaking excellence, and business acumen, enabling you to connect with audiences ranging from developers to executives. You are a recognized thought leader in the industry—a frequent speaker at conferences, webinars, and podcasts—and are passionate about educating and inspiring others through authentic technical storytelling. You thrive in the field, representing Cockroach Labs at major events, building trusted relationships, and influencing the way our partners and customers think about distributed data and cloud-native architectures. This is a highly visible role that blends solutions architecture, technical advocacy, and partner strategy—helping Cockroach Labs and our partners design scalable, resilient solutions that power the next generation of applications. While we are open to remote hires for this role, you must be based in the US to be eligible, and have the ability to travel up to 50%. You Will • 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. The Expectations First 30 Days: Get ramped on CockroachDB, the partner ecosystem, and current enablement strategies. Begin crafting a technical engagement plan with key cloud/ISV partners. By 90 Days: Launch initial partner enablement programs. Represent Cockroach Labs at partner-facing events. Deliver your first webinars and field content. Drive progress in building strong partner technical relationships. You Have • 10+ years in technical pre-sales, solutions architecture, or developer advocacy, with a record of success building and influencing partner ecosystems. • Known as a credible public speaker and industry voice, having presented at multiple conferences, webinars, and podcasts. • Exceptional storytelling and communication skills, able to engage audiences across technical and business domains. • Deep technical foundation in distributed systems, databases, and cloud-native architectures (Postgres, SQL Server, Oracle, or CockroachDB experience preferred). • Demonstrated ability to connect strategy with execution, influencing technical and business outcomes through insight and leadership. • Passionate about community engagement and technical evangelism, with a focus on driving awareness, adoption, and success for partners and customers. • Self-starter who thrives in dynamic, cross-functional environments and enjoys shaping both technical and cultural narratives in the field Willingness to travel ~50% of the time for conferences, enablement workshops, and partner engagements. 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! 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. Salaries for candidates outside the U.S. will vary based on local compensation structures. This position will remain posted until filled. Applicants should apply via our Careers Page. Annual Anticipated Base Salary Range (U.S) $188,000—$210,000 USD