What are the responsibilities and job description for the Sales Development Representative position at Cockroach Labs?
Category-defining tech. Career-defining work.
Cockroach Labs is the company behind CockroachDB, the distributed SQL database built to survive anything and scale without limits. For more than a decade, companies have trusted CockroachDB to power mission-critical applications that cannot go down across payments, banking, identity, gaming, and AI infrastructure.
This foundation is what positions us to lead in the AI era: where every agent is a workload, databases spin up by the hundreds, and the infrastructure built for human-paced growth breaks under the pressure. We're building the database that can handle it.
The Role
Cockroach Labs is looking for a Sales Development Representative to help build the top of the sales funnel that will help fuel our Sales organization. You will grow our business by reaching the right people at the right companies at the right time – and then setting up these valuable opportunities for our sales team to close. You excel in high-energy environments and relish dealing with all the challenges that growth creates. You understand outbound sales prospecting across segments and a focus on improving the process of prospecting and lead generation.
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
In your first 30 days, you will learn about CockroachDB 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
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
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—$63,000 USD
Cockroach Labs is the company behind CockroachDB, the distributed SQL database built to survive anything and scale without limits. For more than a decade, companies have trusted CockroachDB to power mission-critical applications that cannot go down across payments, banking, identity, gaming, and AI infrastructure.
This foundation is what positions us to lead in the AI era: where every agent is a workload, databases spin up by the hundreds, and the infrastructure built for human-paced growth breaks under the pressure. We're building the database that can handle it.
The Role
Cockroach Labs is looking for a Sales Development Representative to help build the top of the sales funnel that will help fuel our Sales organization. You will grow our business by reaching the right people at the right companies at the right time – and then setting up these valuable opportunities for our sales team to close. You excel in high-energy environments and relish dealing with all the challenges that growth creates. You understand outbound sales prospecting across segments and a focus on improving the process of prospecting and lead generation.
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
- Build and execute a multi-channel outbound strategy
- Research and prioritize target accounts weekly using intent signals and engagement data
- Leverage AI-assisted workflows to prospect at scale
- Own early-stage discovery - lead qualification calls with relevant personas in your vertical, surface genuine business pain, and understand a prospect's applications and workloads
- Partner with AEs - exchange account intelligence and ensure every handoff is detailed enough that no context gets lost
- Build real technical fluency in CockroachDB
- Hit quarterly qualified opportunity targets
In your first 30 days, you will learn about CockroachDB 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.
- 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.
- The discipline to iterate on prompts, tools, and workflows rather than accepting first-pass output.
- Excellent interpersonal, leadership, organizational, and communication skills.
- BA/BS degree or equivalent in related field.
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!
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—$63,000 USD
Salary : $45,000