• Prospect into and close net-new logos within an assigned territory, consistently building pipeline through outbound activities such as account research, cold outreach, and executive-level engagement • Develop and execute account penetration strategies for a defined list of target accounts, identifying buying centers, key stakeholders, and compelling entry points • Drive opportunities through the entire sales cycle, from self-sourced pipeline generation to contract close • Leverage and coordinate cross-functional internal teams (Sales Development, Engineering, Security, Legal, Marketing, Product) to support complex, multi-threaded new-business sales cycles • Build and maintain detailed relationship maps and account plans for target accounts, including both active prospects and long-term strategic targets • Deliver compelling presentations and demos that articulate CockroachDB’s differentiated value to audiences ranging from individual contributors to C-level executives