Strategy & Operations Manager, GTM

Category-defining tech. Career-defining work.

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 Strategy & Ops Manager on this team, you'll work at the intersection of data, AI, and GTM execution -- building the analytical frameworks, agentic workflows, and operational programs that reshape how we create pipeline, accelerate deals, forecast revenue, and expand customer relationships.

This role requires real technical fluency. You'll query databases, build financial models, design AI-powered workflows, and measure their impact, all in service of transforming how our revenue organization operates. If you thrive in ambiguity, move faster than the organization expects, and believe the best strategy is one that actually gets deployed, 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.

AI Workflow Design and Execution: Design, deploy, and iterate on agentic workflows across the revenue org -- account prioritization agents, outreach personalization, pipeline intelligence, customer health scoring. Measure real performance outcomes and use that data to improve.

GTM Analytics and Insights: Query databases, analyze go-to-market performance data, and surface insights that inform how leadership allocates resources, sets targets, and structures the revenue org. Translate complexity into clear, actionable recommendations.

Financial Modeling and Business Cases: Build the financial models that translate AI initiatives and GTM programs into measurable revenue impact including pipeline coverage, conversion rates, rep productivity, deal velocity. Make the numbers tell the story.

Territory and Capacity Planning: Own analyses that support territory design, capacity planning, and coverage model decisions using data-driven frameworks. Help ensure the sales org is structured to hit its targets.

Cross-Functional Program Execution: Drive programs end-to-end by diagnosing operational bottlenecks, designing solutions, coordinating across stakeholders, and making sure adoption sticks.

Strategic Partnership: Operate as a thought partner to senior leaders across Sales, Marketing, and Customer Success. Earn influence through analytical rigor, speed of execution, and a willingness to say what the data actually shows.

Bonus Points

What to Expect

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

In your first 90 days

In your first year

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.

• 2-3 years of experience at a top-tier investment bank, management consulting firm, or high-growth technology company in a strategy, operations, or analytical role
• Exceptional analytical and financial modeling skills -- you can build complex models, dissect data, and translate complexity into clear recommendations

The annual anticipated base salary range for U.S. candidates for this role is listed in USD below. 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) $120,000—$175,000 USD

• Stock Options
• Medical Insurance