Account Executive, AI Team - San Francisco

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. The Role Our AI Enterprise Account Executives target and close new business with some of the most innovative AI-native companies in the world. In this role, you will own a named list of high-priority accounts while building relationships across a broader ecosystem of AI-native builders in the Bay Area. You will drive opportunities through the entire sales cycle from pipeline generation to close, employing a value-oriented sales methodology tailored to engineering-first organizations. Your buyers are Principal Engineers and CTOs who make infrastructure decisions based on technical credibility and trusted relationships, and who move in weeks, not quarters. The ideal candidate has a genuine passion for CockroachDB's product and a talent for building long-lasting relationships with technical buyers at the center. This role is based in the Bay Area. You Will 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 The Expectations In your first 30 days, you will learn about CockroachDB and will be able to pitch the product proficiently. You will build cross-functional relationships and develop your strategy for account penetration across your named territory. After three months, you will have active outreach across your territory, a clear account strategy, and early-stage pipeline in motion. You have begun building relationships with technical leaders across your accounts and have a strong point of view on how CockroachDB solves their challenges. After six months, you will have a healthy pipeline, active POCs in process, and a growing presence in the Bay Area AI ecosystem that extends well beyond your named account list. You Have 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 Cockroach Labs is