Job Description
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
Cockroach Labs is hiring a Regional Sales Director to lead our India Enterprise Sales. As a first-line people leader, you will manage and develop a team of Enterprise Account Executives. Your primary responsibilities include driving consistent execution, upline forecast accuracy, and coaching your team through the full sales cycle to acquire new customers and expand existing ones.
This role is ideal for a hands-on sales leader who excels at building high-velocity pipeline discipline, motivating teams, and creating clarity in the sales motion. You are skilled at guiding AEs through complex enterprise deals while fostering strong cross-functional partnerships across Marketing, Sales Engineering, and Customer Success.
You Will
- Establish a clear vision for the region and guide your team in executing a thoughtful, consistent go-to-market strategy.
- Drive predictable performance through disciplined pipeline management, opportunity inspection, and reliable forecasting.
- Coach, develop, and support a team of high-performing Enterprise AEs with a focus on growth, accountability, and strong sales fundamentals.
- Engage directly with senior customer stakeholders to build trust, elevate deal strategy, and position CockroachDB as a long-term partner.
- Ensure your team delivers a high-quality, repeatable sales process from first conversation to close.
- Partner closely with Sales Engineering, Marketing, and Customer Success to accelerate deals, strengthen account engagement, and support regional pipeline generation.
- Hire and onboard exceptional sales talent, creating a welcoming, inclusive, and high-expectation team culture.
- Bring insights from your region back to GTM leadership to help refine our approach and improve the customer experience.
The Expectations
In your first 30 days, you’ll develop foundational knowledge of CockroachDB, our sales process, and our regional book of business. You’ll begin shadowing AEs and assessing opportunities, risks, and coaching needs.
For your next 30 days, you’ll run structured pipeline reviews, perform joint customer calls, and refine account plans. You’ll work with your manager to define regional KPIs tied to pipeline creation, deal progression, and forecast accuracy.
After 90 days, you’ll operate as the primary owner of the region’s pipeline health and forecast. You will have shaped early improvements in deal quality, top-of-funnel activity, and AE skill development. As you progress, you’ll help strengthen team culture, drive repeatable sales motions, and contribute to sustainable revenue growth for Cockroach Labs.
You Have
- 10–12+ years of technology sales experience, preferably in cloud infrastructure, databases, or high-growth SaaS.
- 3–5+ years leading Enterprise AE teams (first-line management), ideally in a hybrid inside/field model.
- A track record of developing sellers, elevating sales execution, and consistently achieving quota as both an IC and a leader.
- Strong understanding of enterprise sales methodologies and multi-stakeholder deal cycles.
- Expertise in directly and indirectly selling to Banking & Financial Services & Digital Native verticals.
- Comfort working cross-functionally and partnering with technical teams.
- Ability to hire, attract & retain exceptional sales talent.
- Ability to operate in a “player/coach” capacity when needed.
- Willingness to travel as required.
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].
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!
