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 a Revenue Operations Manager, you'll own the systems, data, and processes that power how our GTM organization operates — from CRM governance and pipeline reporting to sales process design and tech stack optimization. You'll sit at the intersection of Sales, Marketing, and Customer Success, building the operational infrastructure that makes each of those teams faster, smarter, and more accountable.

This role requires real operational and technical fluency. You'll own our CRM data integrity, build reporting frameworks, design scalable sales processes, and increasingly leverage AI to automate and accelerate how the revenue org works. If you thrive in ambiguity, move faster than the organization expects, and believe the best operations are the ones people actually adopt, 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

CRM Ownership and Data Integrity: Own Salesforce as the system of record for the revenue org — managing data hygiene, pipeline stage definitions, field governance, and process automation. Make sure leadership can trust what they see in the CRM.

Reporting and Revenue Analytics: Build and maintain the dashboards, reports, and KPIs that give Sales, Marketing, and CS visibility into performance — pipeline coverage, conversion rates, deal velocity, rep productivity, and retention metrics. Surface insights that drive real decisions.

Sales Process Design and Enablement: Define, document, and enforce the sales processes and rules of engagement that keep the GTM org aligned — from lead routing and opportunity management to forecasting cadences and handoff protocols.

Tech Stack Management: Own and optimize the GTM tech stack (Salesforce, Gong, Outreach, and more) — evaluating tools, managing integrations, driving adoption, and ensuring the stack actually supports how the team sells.

AI and Automation: Identify and deploy automation and AI-powered workflows that reduce manual work and increase GTM efficiency — from enrichment and routing to forecasting and health scoring. Measure impact and iterate.

Cross-Functional Program Execution: Partner with Sales leadership, Marketing Ops, Finance, and Data Engineering to run programs end-to-end — diagnose operational gaps, design solutions, coordinate across stakeholders, and make sure adoption sticks.

Strategic Partnership: Act as a trusted operational partner to revenue leaders across Sales, Marketing, and Customer Success. Earn influence through operational rigor, speed of execution, and a clear point of view on what the data actually shows.

What We're Looking For

3–5 years of experience in Revenue Operations, Sales Operations, or a related GTM operational role at a B2B SaaS or high-growth technology company
Strong analytical skills — you can build pipeline models, dissect conversion data, and translate complexity into clear, actionable recommendations
Fluency with AI tools: you use LLMs daily as a productivity multiplier, are comfortable experimenting with automations, and are genuinely excited about what AI can do for revenue operations
A bias toward action and systems thinking — you don't just identify problems, you build durable solutions that scale
Strong written and verbal communication skills; comfortable presenting operational findings and owning outcomes with senior stakeholders
High agency and ownership mentality. You treat every system, process, and report as if the revenue org depends on it — because on this team, it does

Bonus Points

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

What to Expect

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 our GTM motion — understand how Cockroach Labs sells, where the operational friction is, and what the data says about it
Complete a full audit of CRM data health and surface your top recommendations
Build relationships across Sales, Marketing, CS, Finance, and Data Engineering
Ship your first reporting improvement or process fix that influences a real decision

In your first year

Own the end-to-end reporting infrastructure that revenue leadership relies on for forecasting and planning
Drive at least one major operational improvement — a redesigned process, a new automation, or a tech stack upgrade — that measurably improves GTM efficiency
Become the go-to operational partner for senior revenue leaders
Build a track record of shipping things that stick, not just recommending them

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!

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 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—$175,000 USD

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. 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.