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
We're rebuilding our Revenue Systems for the AI era and we're looking for the person to lead it. You'll own the full revenue technology stack, from Salesforce governance and CPQ to AI-powered automation and data enrichment, and you'll be responsible for making it smarter, faster, and more scalable.
This is a hands-on, builder-first role. You'll architect the tech stack, implement automation, and deploy AI-powered tooling that directly accelerates revenue -- not just set direction and hand it off. You'll report to the Director, GTM Operations and work closely with Sales, Deal Desk, CS, Finance, and RevOps leadership. The right person is equally comfortable designing a Salesforce permissions model and presenting a systems roadmap to executive leadership, and is genuinely excited about what AI makes possible in a revenue organization.
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 & Thursdays.
What You'll Do
- GTM Systems Strategy and Roadmap: Own and evolve the revenue systems roadmap across Sales, Deal Desk, RevOps, and CS. Define and maintain a scalable architecture that connects tools, data, and workflows across the full revenue lifecycle. Make the call on what gets built, what gets bought, and what gets deprecated.
- Salesforce Platform Leadership: Set the strategic direction for Salesforce and be in the platform executing against it. This means designing the governance model, security architecture, and permissions framework -- and also writing flows, building integrations, and configuring automation alongside your team. You're not delegating the technical work; you're leading it from the front and holding the bar on what good looks like.
- CPQ and Quote-to-Cash: Own the full implementation of our new CPQ platform, from vendor scoping and configuration workstreams to data migration and Sales and Deal Desk enablement. This is a critical, in-flight initiative that needs a strong internal owner.
- AI Automation and Agent Governance: Govern and scale a growing portfolio of AI automations across the revenue tech stack. Define the write-back governance framework that determines what AI agents can safely touch in Salesforce. This is the infrastructure layer that unlocks the AI roadmap.
- Data Quality and Enrichment Strategy: Partner across RevOps to build the strategy for how account and contact data is sourced, enriched, scored, and maintained across the GTM stack. Ensure enrichment vendors and automation flows are working together coherently, not creating noise.
- Tech Stack Ownership: Own the integrated GTM tech stack, including CRM, CPQ, workflow automation, enrichment, sales engagement, and collaboration tools. Evaluate, rationalize, and evolve the stack as the business grows. Build a tech ecosystem that's cohesive, well-documented, and auditable.
- Team Leadership: Lead and develop a small, high-impact team. Model a culture of ownership, technical excellence, and AI-forward thinking. Balance hands-on involvement with effective delegation, and create the operational structure that lets the team operate with clarity and speed.
- Cross-Functional Partnership: Act as the strategic systems partner to Sales leadership, Deal Desk, RevOps, CS, Finance, CorpSec, and CorpEng. Translate business requirements into scalable system solutions -- and push back when the requirements don't hold up.
What We're Looking For
- A hybrid of architect and operator -- you own both the vision and the hands-on execution, and you're comfortable holding both at once
- 5-7+ years in Revenue Operations, GTM Systems, or a related technical operations role, ideally in a B2B SaaS environment
- Deep Salesforce expertise at an architectural level, including security model, sharing rules, permission sets, integrations, and automation (Flows, Apex a plus)
- Hands-on experience with CPQ platforms. You've owned or led an implementation or migration
- A track record of designing and building AI-powered systems, tools, or infrastructure that others use — not just for your own productivity.
- A builder's instinct for reuse and extensibility. Your output becomes a platform, pattern, or capability others depend on.
- Clear judgment about where AI should be deeply integrated and where traditional approaches are more reliable.
- Proven track record shipping AI-powered automations into production using tools like N8N, Workato, Zapier, or similar -- you're obsessed with eliminating manual work
- Able to bridge deep technical knowledge with business context, you can design a system and explain why it matters to a Sales leader in the same breath
- Experience managing or mentoring technical ICs; you lead with context, not just direction
- A clear standard for how your team builds with AI, including how they evaluate, validate, and own what they produce.
Bonus Points
- Experience with agentic AI frameworks, LLM APIs, or embedding AI tooling into CRM workflows
- Salesforce certifications (Admin, Platform App Builder, or architecture-level)
- Experience at a high-growth infrastructure or developer tools company
- Familiarity with Clay, HG Insights, Openprise, Gong, Outreach, or DealHub
What to Expect
This role comes with real scope and real urgency. Here's what success looks like:
In your first 90 days
- Get deep on the current systems landscape to understand what's live, what's in flight, and what's broken
- Establish trust with key stakeholders across Sales, Deal Desk, CS, RevOps, and Finance
- Take ownership of the team's highest-priority initiatives and bring visible leadership to them
- Implement a clear operational model so incoming demand is triaged, tracked, and managed
- Hire and onboard a high-impact IC who adds AI depth to the team
In your first year
- Deliver on a portfolio of critical, in-flight systems initiatives — including a major CPQ implementation and a Salesforce security and permissions overhaul
- Establish a governance framework for AI automation across the revenue tech stack
- Meaningfully reduce manual, repetitive case volume through automation and self-service
- Partner with leadership to define and begin executing a multi-year AI-first systems roadmap
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
- Retirement Benefits
- Mental Wellbeing Benefits
- And more!