Account Executive, AI Team - San Francisco

Cockroach Labs•San Mateo, CA

3d•$125,000 - $175,000•Hybrid

About The Position

Category-defining tech. Career-defining work. 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. Cockroach Labs exists to build what comes next — before the world requires it. 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. 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.

Requirements

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
The technical depth to hold credible whiteboard conversations with Principal Engineers and CTOs on infrastructure and database topics
An understanding of developer-led buying motions and how to work with community and DevRel counterparts to build pipeline
A consultative and value-based approach to selling software
A track record of overachievement and hitting sales targets
A demonstrated practice of integrating AI tools into your daily workflow to improve speed, quality, and decision-making.
Fluency with AI across core tasks — research, drafting, analysis, planning — used as a default, not an exception.
Strong time management and the ability to prioritize across a large, high-potential territory

Responsibilities

Own a named territory of AI-native accounts, managing account plans, outreach, and progression through the full sales cycle
Leverage and coordinate cross-functional internal teams including Sales Development, Solutions Engineering, DevRel, Legal, Marketing, and Product to efficiently navigate complex sales cycles
Build and grow pipeline in a high-velocity, developer-led market where infrastructure decisions happen fast and first-mover relationships matter
Run structured discovery to understand how prospects are building and where CockroachDB fits in their stack
Maintain accurate pipeline, forecasts, and account documentation in Salesforce
Represent Cockroach Labs at key Bay Area AI events and developer summits as an active community member