Category-defining tech. Career-defining work.
Lots of tech companies disrupt. But, many fail when they try to scale. We're different. CockroachDB makes it easier for companies to build and scale apps. This is how and why we're helping some of the most innovative companies on the planet. We tackle problems head-on and focus on solutions that create lasting impact.
Because when our customers win, we all win.
The Role
Our Customer Success Managers are trusted advisors to enterprise customers, owning the relationship from onboarding through long-term value realization. Partnering closely with Sales, they build credibility and influence by acting with urgency, advocating internally for the customer, and driving alignment across teams.
In this role, you own the customer’s path to value realization. You translate business goals into clear success criteria, manage critical milestones, and ensure customers achieve tangible value from CockroachDB while proactively managing risks, renewal health, and identifying expansion opportunities.
Our Customer Success Managers require strong program management skills and the ability to coordinate multiple workstreams simultaneously. While not a technical role, CSMs must develop deep product knowledge, understand database technologies and the competitive landscape, and confidently connect customer pain points to effective solutions. You must be based in Toronto or NYC to be eligible for this role.
You Will
- Own 8–12 strategic accounts end to end, including onboarding, adoption, health, risk management, renewals, and expansion.
- Define and execute Customer Success Plans aligned to customer business objectives, usage, ROI, and time-to-value.
- Lead Executive Business Reviews, presenting outcomes, risks, and recommendations to senior and C-level stakeholders.
- Manage enablement and technical rollout initiatives, coordinating with Engineering, Product, Support, and Professional Services to remove blockers.
- Serve as the primary point of coordination across the account team (Account Executive, Sales Engineer, Support, and Services) to ensure seamless customer coverage.
- Develop a deep understanding of customer business needs and translate them into technical and operational requirements for Cockroach Labs.
- Proactively identify, qualify, and partner with Sales on expansion opportunities to grow ARR.
- Monitor customer health and product consumption, recommending upgrades or enhancements to increase value and adoption.
- Track, forecast, and report on key success metrics, including renewal risk, NRR, churn, CSAT/NPS, and time-to-value.
- Design and continuously improve scalable Customer Success processes, playbooks, health models, and reporting.
The Expectations
In your first 30 days, you’ll ramp quickly on CockroachDB, its core architecture, strengths, and best-fit use case so you can confidently speak to customer problems and solutions. During this time, you’ll also focus on building strong internal relationships across Sales, Product, Engineering, and Support, learning how to navigate the organization and mobilize the right resources to support customers effectively.
By 60 days, you’ll begin actively participating in day-to-day CSM tasks, shadowing ongoing customer engagements and taking ownership of defined portions of account governance. This includes contributing to customer meetings, tracking action items, identifying risks, and supporting adoption and enablement efforts alongside the broader account team.
After three months**, y**ou’ll independently own a portfolio of accounts, lead customer conversations, and drive execution against Customer Success Plans. You’ll proactively identify risks and expansion opportunities, run Executive Business Reviews, and coordinate cross-functional teams to ensure customers are realizing measurable value from CockroachDB.
You Have
- 6 - 8 years of experience as a Customer Success Manager, Project Manager or Technical Account Manager with a proven success record
- 3+ years of experience managing high-value, strategic accounts
- Experience working with sales teams
- Knowledge of databases, distributed systems, and modern enterprise software architecture
- Successful track record of driving product adoption and expansion through understanding the customer's current (and future) database requirements
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 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)
$145,000—$160,000 USD