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Channel Sales Engineer (Distributed, US)

Cockroach Labs
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Databases are the beating heart of every business in the world.

Cockroach Labs is the creator of CockroachDB, the most highly evolved cloud-native, distributed SQL database on the planet that scales fast, survives anything, and thrives anywhere. We created CockroachDB to unshackle teams from the constraints of their database. Join us on our mission to enable every developer to build world-changing applications!

About the Role

We are looking to grow our rapidly expanding sales engineering team. As a Sales Engineer, you will help qualify and close opportunities with customers and partners and provide technical expertise through sales presentations, product demonstrations, and supporting technical evaluations. The role is flexible on location, and will be covering customers in the US.

You Will

  • Work alongside the sales team to introduce CockroachDB to our potential customers. As a trusted advisor, you will help educate prospects on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges.
  • Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations.
  • Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB.
  • Identify and address customers' key technical objections and develop the engineering strategies strategy to resolve those blockers to adoption. 

The Expectations

In your first 30 days, you will immerse yourself in CockroachDB and our sales motion. We believe that it's important for you to take this first month to become familiar with our company, technology and message.

During this time you will be an active listener on customer calls and build relationships with various teams at Cockroach Labs. As you gain confidence in the message and technology, you will be called upon to lead meetings with support from the team.

After 3 months, you should be ready to lead customer meetings without support and conduct POCs.  You should be working closely with Account Managers in your territory to build regional go to market strategies and account plans for key prospects.  

You Have

  • 10-12 years of sales engineering experience.
  • Prior experience collecting requirements, developing solution architectures, leading presentations and teaching prospective users or project teams how to use CockroachDB.
  • Developed software or infrastructure for scalable, distributed systems in the past and want to stay close to the code.
  • A passion for working on complex technical problems and have a strong understanding of modern infrastructure and database technologies.
  • A strong ability to build relationships with our partners, customers, and open-source users.
  • A collaborative spirit and enjoy making sure that each team gets customer feedback to keep improving CockroachDB.
  • The flexibility to travel to meet customers, attend events or conferences or wherever the work takes you. 

The Team

Reporting to Keith McClellan, Director of Partner Solutions Engineering

Our Benefits

  • 100% health insurance coverage (for you and your dependents!)
  • Paid parental leave (with baby bucks)
  • Flex Fridays
  • Flexible time off & flexible hours
  • Education reimbursement
  • Relocation support

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].

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
  • People Operations
    • GolangLanguages
    • TypeScriptLanguages
    • SCSSLanguages
    • ReactLibraries
    • ReduxLibraries
    • CypressFrameworks
    • DockerFrameworks
    • gRPCFrameworks
    • JestFrameworks
    • KubernetesFrameworks
    • OAuthFrameworks
    • React Testing LibraryFrameworks
    • CockroachDBDatabases
    • PebbleDatabases
    • AWS (Amazon Web Services)Services
    • GitHubServices
    • Google CloudServices
    • Google AnalyticsAnalytics
    • LookerAnalytics
    • InVisionDesign
    • AirtableManagement
    • NetlifyCMS
    • Chorus.AICRM
    • DocuSignCRM
    • DriftCRM
    • LinkedIn SalesNavigatorCRM
    • OutreachCRM
    • SalesforceCRM
    • AnaplanCRM
    • DemandbaseCRM
    • ClariCRM
    • PostBeyondEmail
    • MarketoLead Gen
    • BizibleLead Gen
    • SlackCollaboration
    • ZoomCollaboration
    • Google MeetCollaboration
    • CultureAMPCollaboration
    • PaveCollaboration
    • BambooHRCollaboration
    • JIRAProject Management
    • LookerProject Management

An Insider's view of Cockroach Labs

How would you describe the company’s work-life balance?

Work-life balance is truly woven into CRL culture. Scheduled “Roach & Relax” days, zero expectation of being available/on-call outside of working hours or during PTO, and great flexibility so we don't have to mold our whole lives around our jobs. This company recognizes we do our best work when in balance and actively supports us in achieving it!

Michelle

Senior Technical Content Marketer II

How do you collaborate with other teams in the company?

Cross-team collaboration is essential at Cockroach Labs. It is the most effective way to leverage shared expertise across different areas of the database to solve a common problem. At the Toronto office, which has folks from almost every core database team, we enjoy taking on large projects that rely on close collaboration!

Aditya

Member of Technical Staff

How has your career grown since starting at the company?

As an engineer, I've gone from being an active participant in projects that push the bounds of CockroachDB's performance, scalability, and adaptability, to becoming the person leading those projects myself. From my coworkers, I've gained more confidence and more domain knowledge in being able to tackle complex challenges in the database space.

Bilal

Member of Technical Staff

How do you empower your team to be more creative?

We empower our teams to be more creative with two core values: autonomy and a commitment to excellence. We surround teams with examples of excellence, high standards, and critical information to spark ideas and then empower them with the autonomy to act. But creativity needs space, so every Friday is a flex day where teams can explore these ideas.

Isaac

VP, Engineering

What is your vision for the company?

For us to be widely recognized as the #1 zero-ops distributed MultiRegion, MultiCloud DB solution for OLTP apps. We truly are the one stop shop for all transactional workflows - the most highly reliable, easily scalable, effortlessly survivable cloud DB. I would love for folks to try us & see for themselves how easy it is to get started with CRDB!

Sue

Sales Engineer

What are Cockroach Labs Perks + Benefits

Cockroach Labs Benefits Overview

Flexible Working: You are free to arrange your work schedule to meet your individual circumstances.

Well-being for All: We partner with Spring Health (12 pre-paid sessions per year), LiveHealth Online, and an Employee Assistance Program to provide free counseling and mental health support on our team.

Flex Fridays: Focus on what drives and motivates you outside of core work responsibilities. This is your day to self-manage and grow in whatever way you choose.

Flexible Time Off & Hours: We care about productivity, not face time. Take time off when you need it and disconnect when you're not at work. Arrange your calendar in the way that makes the most sense for your unique personal and professional priorities.

Having Fun Together: In addition to sharing meals and snacks in the office and through online #donut meetings, we dedicate company time to bond through in-person and virtual activities and events that include trivia, karaoke, paint-alongs, games, cocktail crafting, cooking, fitness classes, and more.

Team Trips: Twice a year we try to all meet in person. These might be trips to the NYC HQ or to camp in the mountains. The connections made in these environments build friendships, inspire ideas, and deepen the ties which make working together fun and productive.

Learning is Good: We provide an annual stipend to support your learning and development. We also host free professional development workshops throughout the year.

Parental Leave & Family Planning: We offer 12 weeks of paid parental leave to all new parents after 30 days with us, individualized transition time and re-entry support (including 80% return with Family Fridays), an additional 2 weeks of PTO if leave is taken all at once, plus $500 in baby bucks. We provide family planning support through the Cleo platform and dependent care FSA.

Health, Retirement, & Other Perks: competitive health insurance coverage for you & your dependents; One Medical membership; XP Health smart vision platform benefits; gym discounts; gender-affirming care; life insurance; free Covid testing; employee discounts & perks through SmartSpend; commuter benefits; FSA; 401(k).

Culture
Volunteer in local community
CRL dedicates at least 2 days per year to volunteering and partners with Sequoia for additional volunteer opportunities. For each hired referral, we donate $2,500 to the referrer's charity of choice.
Partners with nonprofits
CRL has ongoing partnerships with orgs including Black Girls Code, Power to Fly, and Marcy Lab. Our marketing, events, and recruiting teams have long replaced swag gifts with charity-based campaigns.
Open door policy
OKR operational model
Team based strategic planning
Pair programming
Open office floor plan
Flexible work schedule
We understand flexibility is essential and encourage employees to work with their managers on determining an agreeable regular schedule. Each Friday is Flex Friday, a day to self-manage and grow.
Remote work program
Cockroach Labs has adopted a distributed workforce model. We support employees who work in multiple locations, from our corporate offices, to home offices, to co-share spaces, to some combination.
Diversity
Documented equal pay policy
Mandated unconscious bias training
CRL regularly conducts company-wide and departmental trainings on avoiding unconscious bias, anti-harassment, and fairness in hiring.
Mean gender pay gap below 10%
Diversity employee resource groups
CRL's CREWS groups aim to foster inclusivity and connection. POC@CRL, Women of CRL, Infinite Colors (neurodivergence), and Roacher Pride are currently active, and any Roacher can make a new one!
Hiring practices that promote diversity
CRL has built more equitable hiring practices with resume-less, exercise-based interviews and standardized rubrics across all interviews, along with regularly conducted unconscious bias training.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
CRL's employees have the opportunity to elect into an FSA which allows them to make pre-tax contributions to an account for medical expenses.
Disability insurance
U.S. employees are covered by Cockroach Labs's short- and long-term disability insurance.
Dental insurance
Cockroach Labs offers comprehensive dental coverage with preventative care coverage at no cost to employees.
Vision insurance
We cover 100% of the premium for vision insurance which covers up to $130 in frames or contact lenses per year and XP Health membership (includes 3 $180 benefit credits for eyewear or lenses).
Health insurance
Competitive Medical, Dental, Vision, Basic Life, AD&D, and Disability Insurance for you, your spouse, partner, and/or dependents, along with One Medical and LiveHealth Online memberships.
Life insurance
Cockroach Labs offers competitive life insurance to our employees.
Pet insurance
Lower vet bills by up to 90% with a pet insurance policy.
Wellness programs
We offer a gym reimbursement program and contribute to CitiBike memberships.
Team workouts
Our Workplace Experience team organizes wellness events including summer yoga and outdoor retreats when conditions allow. Members of our #fitness channel meet daily for 15 min workouts.
Mental health benefits
Cockroach Labs partners with Spring Health to provide pre-paid therapy sessions to all employees in addition to an EAP and a LiveHealth Online membership.
Financial & Retirement
401(K)
Company equity
Equity compensation is determined by the impact we expect an individual to have in their role paired with the risk that earlier employees took in joining the company.
Charitable contribution matching
Cockroach Labs matches employee referral bonuses with an equivalent donation to a 501(c)(3) organization of the employee's choice.
Child Care & Parental Leave Benefits
Childcare benefits
Dependent FSAs allow you to set aside pre-tax dollars for child care during the day or before/after school. Cockroach Labs also gift new parents $500 Baby Bucks to use on family essentials.
Generous parental leave
Cockroach Labs offers up to 12 weeks of flexible family leave with an additional 2 weeks of PTO, $500 Baby Bucks, re-entry support with an 80% return, and more to all employees.
Family medical leave
Employees in need may qualify for a leave of absence to care for their own serious health condition or that of a spouse, child, or parent.
Adoption Assistance
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited vacation policy
Paid volunteer time
Cockroach Labs regularly hosts Connect + Contribute Days, company-wide opportunities to volunteer or contribute to your community on company time.
Sabbatical
Employees with over five years of service who have significantly impacted the company's success are eligible for up to three months of sabbatical leave.
Paid holidays
Paid sick days
Cockroach Labs offers up to two weeks per year of sick leave in addition to flexible PTO.
Office Perks
Commuter benefits
Pre-tax Commuter Account & Citi Bike Membership Contributions.
Company-sponsored outings
Monthly Company Activities, Holiday Parties, & Bi-Annual Company Trips.
Free daily meals
Fully stocked office kitchens and catered lunches Monday through Thursday or meal stipends for employees when in office. Monthly customizable snack box deliveries for hybrid and remote employees.
Free snacks and drinks
All corporate offices have fully stocked kitchens with unlimited snacks and beverages. Visit the NYC HQ for kombucha on tap!
Some meals provided
Catered lunches Monday through Thursday or daily meal stipends for employees when working from a Cockroach Labs office. Monthly customizable snack box deliveries for remote employees.
Company-sponsored happy hours
Cockroach Labs regularly hosts in-office and virtual happy hours. Our POC@CRL CREWS group hosts monthly "Wine Wednesday" Kickbacks.
Recreational clubs
Recreational Clubs at Cockroach Labs includes #fitness, ping pong, book club, and more!
Relocation assistance
Relocation assistance for you and your family to move to a corporate office location.
Fitness stipend
Cockroach Labs offers a gym reimbursement program and CitiBike membership discounts.
Home-office stipend for remote employees
New Roachers are eligible for up to $1000 in reimbursements to improve their work-from-home setup ($500 yearly thereafter for fully remote employees).
Onsite gym
Professional Development Benefits
Job training & conferences
$2500 Learning is Good Budget - to be used for learning materials, conferences (and travel), and continued education.
Tuition reimbursement
$2500 Learning is Good Budget - to be used for learning materials, conferences (and travel), and continued education.
Lunch and learns
Lunch & Learns are regularly hosted at Cockroach Labs.
Promote from within
Mentorship program
New Roachers are paired with a "Roachmate" to act as guides and buddies through onboarding. The Engineering department offers a formalized Mentorship Program.
Continuing education stipend
$2500 Learning is Good Budget - to be used for learning materials, conferences (and travel), and continued education.
Continuing education available during work hours
Flex Fridays are your days to self-manage and grow how you best see fit.,
Online course subscriptions available
Customized development tracks
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