What are the responsibilities and job description for the Strategy & Operations Analyst, GTM Operations position at Cockroach Labs?
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
GTM Operations is a small, high-intensity team at the center of Cockroach Labs' revenue transformation. As an Analyst on this team, you'll work at the intersection of data, AI, and GTM execution -- building the analytical frameworks, agentic workflows, and operational programs that reshape how we create pipeline, accelerate deals, forecast revenue, and expand customer relationships.
This role requires real technical fluency. You'll query databases, build financial models, design AI-powered workflows, and measure their impact, all in service of transforming how our revenue organization operates. If you thrive in ambiguity, move faster than the organization expects, and believe the best strategy is one that actually gets deployed, this role was built for you.
To be eligible for this role, you must be based in NYC and will be expected to go into our Chelsea office on Mondays, Tuesdays and Thursdays.
What You'll Do
AI Workflow Design and Execution: Design, deploy, and iterate on agentic workflows across the revenue org -- account prioritization agents, outreach personalization, pipeline intelligence, customer health scoring. Measure real performance outcomes and use that data to improve.
GTM Analytics and Insights: Query databases, analyze go-to-market performance data, and surface insights that inform how leadership allocates resources, sets targets, and structures the revenue org. Translate complexity into clear, actionable recommendations.
Financial Modeling and Business Cases: Build the financial models that translate AI initiatives and GTM programs into measurable revenue impact including pipeline coverage, conversion rates, rep productivity, deal velocity. Make the numbers tell the story.
Territory and Capacity Planning: Own analyses that support territory design, capacity planning, and coverage model decisions using data-driven frameworks. Help ensure the sales org is structured to hit its targets.
Cross-Functional Program Execution: Drive programs end-to-end by diagnosing operational bottlenecks, designing solutions, coordinating across stakeholders, and making sure adoption sticks.
Strategic Partnership: Operate as a thought partner to senior leaders across Sales, Marketing, and Customer Success. Earn influence through analytical rigor, speed of execution, and a willingness to say what the data actually shows.
What We're Looking For
The learning curve here is steep, the pace is real, and the impact is immediate. Here's what success looks like:
In your first 90 days
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)
$120,000—$140,000 USD
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
GTM Operations is a small, high-intensity team at the center of Cockroach Labs' revenue transformation. As an Analyst on this team, you'll work at the intersection of data, AI, and GTM execution -- building the analytical frameworks, agentic workflows, and operational programs that reshape how we create pipeline, accelerate deals, forecast revenue, and expand customer relationships.
This role requires real technical fluency. You'll query databases, build financial models, design AI-powered workflows, and measure their impact, all in service of transforming how our revenue organization operates. If you thrive in ambiguity, move faster than the organization expects, and believe the best strategy is one that actually gets deployed, this role was built for you.
To be eligible for this role, you must be based in NYC and will be expected to go into our Chelsea office on Mondays, Tuesdays and Thursdays.
What You'll Do
AI Workflow Design and Execution: Design, deploy, and iterate on agentic workflows across the revenue org -- account prioritization agents, outreach personalization, pipeline intelligence, customer health scoring. Measure real performance outcomes and use that data to improve.
GTM Analytics and Insights: Query databases, analyze go-to-market performance data, and surface insights that inform how leadership allocates resources, sets targets, and structures the revenue org. Translate complexity into clear, actionable recommendations.
Financial Modeling and Business Cases: Build the financial models that translate AI initiatives and GTM programs into measurable revenue impact including pipeline coverage, conversion rates, rep productivity, deal velocity. Make the numbers tell the story.
Territory and Capacity Planning: Own analyses that support territory design, capacity planning, and coverage model decisions using data-driven frameworks. Help ensure the sales org is structured to hit its targets.
Cross-Functional Program Execution: Drive programs end-to-end by diagnosing operational bottlenecks, designing solutions, coordinating across stakeholders, and making sure adoption sticks.
Strategic Partnership: Operate as a thought partner to senior leaders across Sales, Marketing, and Customer Success. Earn influence through analytical rigor, speed of execution, and a willingness to say what the data actually shows.
What We're Looking For
- 2-3 years of experience at a top-tier investment bank, management consulting firm, or high-growth technology company in a strategy, operations, or analytical role
- Exceptional analytical and financial modeling skills -- you can build complex models, dissect data, and translate complexity into clear recommendations
- Fluency with AI tools: you use LLMs daily as a thinking partner, have experimented with prompt engineering, and are genuinely excited to push the boundaries of what AI can do in a business context
- Relentless bias toward action. You don't wait for perfect information; you synthesize what's available, make a call, and iterate
- Strong written and verbal communication skills; comfortable presenting findings and owning outcomes with senior stakeholders
- High agency and ownership mentality. You treat every project as if the outcome depends on you, because on this team, it does
- Bachelor's degree required; STEM or quantitative field preferred
- Experience with SQL or other querying languages
- Hands-on experience building or deploying AI workflows, agents, or automations in a business context
- Familiarity with GTM tools like Salesforce, Gong, Outreach, or similar
- Genuine intellectual curiosity about how AI is reshaping go-to-market strategy -- you follow this space and have opinions about it
The learning curve here is steep, the pace is real, and the impact is immediate. Here's what success looks like:
In your first 90 days
- Get deep on the business -- understand how Cockroach Labs goes to market, where the bottlenecks are, and what data exists to diagnose them
- Ship your first analysis or workflow that influences a real decision
- Build working relationships across Sales, Marketing, CS, and Data Engineering
- Develop a point of view on the highest-leverage opportunities in the revenue org
- Own multiple AI workflows or GTM programs end-to-end -- from design to deployment to measurable outcome
- Contribute meaningfully to territory design, capacity planning, or forecasting model work
- Become a trusted analytical resource to senior revenue leaders
- Build a track record of shipping things that stick, not just recommending them
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!
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)
$120,000—$140,000 USD
Salary : $120,000