Sr. Manager, Corporate Sales

Overview

Category-defining tech. Career-defining work.

Lots of tech companies disrupt. But many fail when they try to scale. We’re different. Cockroach

DB 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.

Cockroach Labs is looking for a Senior Manager of Corporate Sales to join our outstanding sales team. In this role you will be responsible for overseeing and motivating a team of Inside Sales Representatives and will be measured by your team's overall quota attainment, new business acquisition, and expansion into existing customer accounts. You will provide strategy, mentorship and guidance for your team who are responsible for driving new business through the full sales cycle.

The ideal candidate can scale an effective high‑velocity sales process and is exceptional at inspiring customers and prospects through a sales cycle.

To be eligible for this role you must be based in Austin, Texas and will be expected to go into the office Mondays, Tuesdays & Thursdays.

• Manage, coach and scale a team of Corporate Sales Representatives
• Guide a team in achieving and exceeding monthly, quarterly and annual targets
• Monitor high‑velocity sales performance: activity, pipelines, forecasts and closed deals to ensure quota attainment
• Manage the sales funnel from prospect to close and create metrics to improve performance
• Drive lead penetration, high activity standards and pipeline management
• Develop a strong understanding of Cockroach
  
  DB and value proposition within the market
• Work cross‑functionally with Marketing, Sales, Engineering and Customer Success to maximize revenue growth
• Has the ability to build strong relationships with customers and key stakeholders
• Partner with Recruiting in the hiring and interviewing process as well as training and ramp‑up of new team members

In your first 30 days you will learn about Cockroach

DB and become proficient in the product. We believe that it is necessary for you to build this foundation so you can successfully engage with existing accounts and grasp sales strategy. Upon completion of your first month you will have developed an initial strategy to achieve the revenue goals.

After 60 days you’ll be competent in pipeline best practices, sales process and forecasting. You will work with your manager to set the relevant OKRs to reach yours and your team's sales goals. You will also have started closing smaller size or existing deals that are already in flow.

After 3 months you will have started doubling the commercial team's pipeline and will be working on closing some of your later stage opportunities while targeting more complex additions. You will start to build a clear view of current and next quarter's deals and the prioritization of the key deals to ensure success. A more detailed strategy plan is expected based on the knowledge acquired over the initial 3 months.

This will be worked on in partnership with the VP of Sales for the Americas.

As you gain momentum at Cockroach Labs you will also increase your sales pipeline, improve win rates and develop a strong team culture to help grow the overall revenue of Cockroach Labs.

• 8–10 years overall experience in technology sales
• 4–6 years experience as a high‑growth SaaS leader/manager leading a corporate sales team
• Passion for coaching, mentorship and team management with evidence of managing high‑performance teams
• Strong track record of achieving sales targets across teams and individually
• Experience managing and coaching through the full sales cycle from prospecting to closing
• Experience and are comfortable leveraging sales methodologies such as Command of the Message, Force Management, MEDDPICC
• Experience using Salesforce for accurate forecasting
• Experience in hiring and training talent at scale
• Ability to function in a Player/Coach capacity
• Ability to travel as needed

Cockroach Labs is proud to be an Equal Opportunity Employer building a diverse and inclusive workforce. If you need additional…