Revenue Operations Manager

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.

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.

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.

• 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

• 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

The learning curve here is steep, the pace is real, and the impact is immediate. Here's what success looks like:

• 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

• 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.