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Sales Development Representative

Cockroach Labs

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Questions you are likely to be asked

  1. Why do you want to join Cockroach Labs?
  2. What is your experience with CRM? Tell me one thing you learned the hard way.
  3. What is your target, and how did you do against it last quarter?
  4. Walk me through a deal you closed, from the first call.
  5. Tell me about a deal you lost. What would you do differently?

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Category-defining tech. Career-defining work.

For more than a decade, Cockroach Labs has built database technology trusted to power some of the world's most mission-critical applications. Now, as AI transforms how software is created and operated, the infrastructure behind it has to keep pace. Cockroach Continuum is built to meet this moment, bringing individual databases together into one fleet designed for agentic applications, where AI agents help teams provision, scale, and optimize workloads at machine speed.

The customers you’ll work with are some of the most innovative businesses in the world, and the problems they’re trying to solve are real and urgent. You’ll bring a genuinely differentiated product to a market moving fast, at a company positioned to lead it. The people who thrive here are the ones who want to own that opportunity.

The Role

Cockroach Labs is seeking Sales Development Representatives to serve as the engine of our top-of-funnel growth across our North American regions. In this role, you’ll focus on creating and nurturing new enterprise opportunities - identifying the right accounts and buyers, generating qualified meetings, and building early engagement that can develop into pipeline. 

Working in regionally aligned pods alongside Account Executives, you’ll co-execute signal-driven account strategies, and run targeted, multi-channel outbound plays across your book. Your focus is to hunt for new opportunities, nurture buyer interest, and create the quality conversations that move accounts forward.

If you thrive in fast-paced GTM environments, embrace AI-powered prospecting, and love opening doors with enterprise buyers, we want to hear from you.

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

You Will

  • Drive top-of-funnel growth by identifying, prioritizing, and engaging target accounts and personas
  • Use AI-powered prospecting, intent signals, and engagement data to personalize and scale outreach
  • Hunt for new opportunities and nurture buyer engagement across phone, email, LinkedIn, events, and other channels
  • Generate qualified meetings by uncovering relevant business problems and use cases for Cockroach Continuum
  • Partner closely with AEs in regionally aligned pods to prioritize accounts and coordinate outreach
  • Build strong knowledge of Cockroach Continuum, the database industry, and our customers’ use cases
  • Consistently meet and exceed qualified meeting targets while maintaining a high bar for quality

The Expectations

In your first 30 days, you will learn about Cockroach Continuum and become proficient in the product. We believe that it is necessary for you to build this foundation so you can successfully grasp Cockroach Labs' sales strategy. Upon completion of your first month, you will have the ability to manage and develop inbound leads effectively.

After 60 days, you'll manage inbound leads and create campaigns for continued engagement. After 90 days, you will be generating qualified pipeline for the sales team and hitting or exceeding your targets. 

You Have

  • 6 months to 1 year of previous Lead Generation or Sales Development experience.
  • Experience collaborating and developing positive business relationships.
  • Worked with deadlines, effectively managing time and prioritizing tasks.
  • Gathered and used data to inform and persuade others.
  • Developed compelling strategies that meet targets.
  • Experience with CRM-related tools (i.e. Salesforce.com) and lead qualification-related applications.
  • Excellent interpersonal, leadership, organizational, and communication skills.
  • BA/BS degree or equivalent in related field. 

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
  • 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)
$45,000—$52,500 USD

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Listed on greenhouse · posted 2026-09-12. ApplySarthi collects openings and links to application pages; the role is advertised by Cockroach Labs, not by us.