Sales Development Representative - Cockroach Labs

About Cockroach Labs

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 maintain a focus on improving the process of prospecting and lead generation.

Note: 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, and 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 Account Executives: 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.

Expectations & Ramp

• First 30 Days: Learn about CockroachDB, become proficient in the product, and understand Cockroach Labs' sales strategy. Manage and develop inbound leads effectively.
• 60 Days: Manage inbound leads and create campaigns for continued engagement.
• 90 Days: Generate qualified pipeline for the sales team and hit or exceed targets.

You Have

• 6 months to 1 year of previous Lead Generation or Sales Development experience.
• Experience collaborating and developing positive business relationships.
• Experience working with deadlines, effectively managing time, and prioritizing tasks.
• Demonstrated ability to gather and use data to inform and persuade others.
• Track record of developing compelling strategies that meet targets.
• Experience with CRM-related tools (such as Salesforce.com) and lead qualification applications.
• 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.
• 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 a related field.