Value Engineer, Solutions Engineering

For more than a decade, Cockroach Labs has built database technology trusted to power some of the world's most mission-critical applications. Now, as AI transforms how software is created and operated, the infrastructure behind it has to keep pace. Cockroach Continuum is built to meet this moment, bringing individual databases together into one fleet designed for agentic applications, where AI agents help teams provision, scale, and optimize workloads at machine speed.

The customers you’ll work with are some of the most innovative businesses in the world, and the problems they’re trying to solve are real and urgent. You’ll bring a genuinely differentiated product to a market moving fast, at a company positioned to lead it. The people who thrive here are the ones who want to own that opportunity.

The Value Engineer at Cockroach Labs is a strategic advisor embedded within our Solution Engineering organization, working directly with Account Executives, Sales Engineers, and Customer Success Managers to quantify and communicate the financial impact of adopting CockroachDB. You'll engage directly with customer IT Directors, CTOs, CFOs, and other senior executives, designing and delivering custom Return on Investment (ROI) and Total Cost of Ownership (TCO) models that translate complex technical advantages into compelling financial narratives.

This is a high-visibility, high-impact role that sits at the intersection of finance, technology, and consultative sales. You'll help customers across banking, payments, gaming, retail, and high technology make confident, data-driven decisions about their infrastructure investment, and you'll help build the Value Engineering practice at Cockroach Labs from the ground up.

• Develop an engagement strategy and collaboration model with field teams (AEs, SEs, CSMs)
• Build the foundation of the Value Engineering practice: customer discovery guides, TCO/ROI templates, pain-to-value taxonomy, and champion decks
• Produce at least one piece of Value Engineering thought leadership for external publication
• Enable the broader field on Value Engineering methodology and early customer win stories
• Attend Global Evaluation Pit Stops and begin contributing to live deal business cases

• Own the full Value Engineering motion, from customer discovery through executive presentation and deal close
• Establish Cockroach Labs as a credible voice on database TCO and infrastructure economics
• Build a repeatable, scalable playbook that the broader field team can leverage independently
• Contribute meaningful product feedback based on patterns from customer ROI and TCO conversations

• 5+ years of experience in value engineering, financial consulting, technology consulting, or a related field, ideally in enterprise software, SaaS, or cloud infrastructure
• Strong financial modeling skills: bottoms-up cost analysis, ROI/NPV frameworks, and IT portfolio economics
• Technical fluency sufficient to engage in substantive discovery with engineering and infrastructure leaders; familiarity with database architecture, distributed systems, or cloud cost structures is a strong plus
• Proven ability to lead executive-level presentations and translate complex technical concepts into financial narratives that drive decisions
• Experience working in a consultative capacity alongside enterprise sales and technical teams
• Polished written and verbal communication skills; equally comfortable in a boardroom and a working session
• A 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, not an exception
• A builder's mindset: this is a practice-building role. You'll create the playbook, not follow one.

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.