---
title: 'Strategy and Operations Manager, GTM - EMEA at Cockroach Labs'
canonical: 'https://feeny.ai/job/strategy-and-operations-manager-gtm-emea-cockroach-labs-london-9drzzxp6aaxj'
type: 'job'
last_seen: '2026-09-14'
---

# Strategy and Operations Manager, GTM - EMEA at Cockroach Labs

- **Company:** Cockroach Labs
- **Location:** London, United Kingdom
- **Compensation:** £58k–£77k
- **Posted:** 2026-08-25
- **Last confirmed live:** 2026-09-14
- **Apply:** https://www.cockroachlabs.com/careers/job/?gh_jid=8156554

## Job description

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.

## The Role

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 London and will be expected to go into our office on Mondays, Tuesdays and Thursdays.

## What You'll Do

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.

## What We're Looking For

- 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
- Fluency with AI tools: you use LLMs daily as a thinking partner, have experimented with prompt engineering, and are genuinely excited to push the boundaries of what AI can do in a business context
- Relentless bias toward action. You don't wait for perfect information; you synthesize what's available, make a call, and iterate
- Strong written and verbal communication skills; comfortable presenting findings and owning outcomes with senior stakeholders
- High agency and ownership mentality. You treat every project as if the outcome depends on you, because on this team, it does
- The discipline to iterate on prompts, tools, and workflows rather than accepting first-pass output.
- Strong judgment applied to validating, refining, or discarding AI-generated output.
- An authorship standard — you direct, review, and take full accountability for everything you produce.
- Bachelor's degree required; STEM or quantitative field preferred

Bonus Points

- 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

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

- Get deep on the business -- understand how Cockroach Labs goes to market, where the bottlenecks are, and what data exists to diagnose them
- Ship your first analysis or workflow that influences a real decision
- Build working relationships across Sales, Marketing, CS, and Data Engineering
- Develop a point of view on the highest-leverage opportunities in the revenue org

In your first year

- Own multiple AI workflows or GTM programs end-to-end -- from design to deployment to measurable outcome
- Contribute meaningfully to territory design, capacity planning, or forecasting model work
- Become a trusted analytical resource to 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.

## 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. 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) £58,000—£77,000 GBP

## About Cockroach Labs

## Company Overview
- **One-liner**: Cockroach Labs builds CockroachDB, a cloud-native, distributed SQL database that helps businesses build and scale applications with resilience and consistency.
- **Entity Type**: Private (Series F)
- **Headquarters**: New York City, New York, USA
- **Founded**: 2015
- **Founders**: Spencer Kimball, Peter Mattis, Ben Darnell

## Core Business
- **Primary industry/industries**: Database Infrastructure, Cloud Software, Enterprise Technology
- **Target customers**: B2B, Enterprise, SMB, and developers building mission-critical, geo-distributed applications
- **Mission or purpose statement**: To simplify how businesses build and operate world-changing applications by eliminating database bottlenecks and downtime.

## Products & Services
- **[CockroachDB (Core/Enterprise)](/products)**: A distributed SQL database built on a transactional key-value store, offering horizontal scalability, strong consistency, and survivability across regions. Available as a self-hosted (open-source core) or fully managed cloud service (CockroachDB Serverless and Dedicated).
- **CockroachDB Cloud**: A fully managed, multi-cloud database-as-a-service (DBaaS) on AWS, GCP, and Azure, handling operational complexity.

## Market Standing
- **Valuation/Market Cap**: Valued at approximately $5 billion as of its Series F round in 2021 (most recent disclosed valuation).
- **Key Metric**: Total Funding – Over $635 million raised.
- **Notable Investors/Partners**: Sequoia Capital, Benchmark, Tiger Global Management, GV (Google Ventures), Index Ventures, Redpoint Ventures, Altimeter Capital, and Bond.
- **Growth Signals**: Strong adoption by enterprise customers and startups; expansion of cloud offerings (Serverless, Dedicated); opening of new engineering offices (e.g., Toronto); consistent publication of research papers and contributions to the open-source community.

## Competitive Advantages
- **Technology Moat**: CockroachDB is one of the few databases that natively supports consistent, geo-distributed transactions with SQL semantics, a notoriously hard engineering problem. Its architecture (based on the Raft consensus protocol and a distributed key-value store) provides high availability and strong consistency without manual sharding.
- **Open-Source Ecosystem**: The core database is open-source (BSL license), fostering a large community, contributions, and widespread adoption, which creates a strong network effect and brand loyalty.
- **Cloud-Native by Design**: Built from the ground up for modern cloud environments, it runs on all major cloud providers and offers a seamless multi-cloud experience.

## Strategic Focus
- **Cloud Expansion**: Aggressively growing its managed cloud business (CockroachDB Cloud) to capture the growing DBaaS market and reduce operational overhead for customers.
- **Developer Experience**: Investing heavily in developer tools, SQL compatibility, and ease of use to lower the barrier to entry for teams migrating from legacy databases like PostgreSQL.
- **Enterprise Sales**: Targeting large enterprises with mission-critical applications that require zero downtime and global scale.
- **Multi-Region Capabilities**: Simplifying multi-region deployment with new SQL syntax and configuration options to make geo-distributed applications more accessible.

## Why Work Here
- **Culture**: Cockroach Labs emphasizes a culture of "good ideas come from everyone," collaboration, and leadership regardless of title. They have employee resource groups (CREWS) like Women at Cockroach Labs, Roacher Pride, AsianPI at CRL, and Black at CRL.
- **Work Model**: The company has an **office-first approach** (hybrid), requiring employees to be in one of their offices (NYC, Toronto, or other hubs) on Monday, Tuesday, and Thursday, with flexibility the rest of the week. Remote roles are reserved for specific field sales and enterprise architecture positions.
- **Benefits & Perks**: Competitive health insurance, paid parental leave, flexible PTO, learning & development budget, relocation support, and an employee referral bonus.
- **Engineering Culture**: Engineers work with a modern stack (Go, Kubernetes, Terraform, Prometheus) on a category-defining product. The company is committed to open source, continuous improvement, and publishing research. Onboarding includes a structured 30-day program.
- **Interview Process**: They use an "open interview process" with exercise-based assessments (coding, system design, case studies) to reduce bias and focus on skills rather than resumes. They aim for a fair, transparent, and two-way conversation.

## Sources
1. [Cockroach Labs Careers Page](https://www.cockroachlabs.com/careers/)
2. [Cockroach Labs Open Positions](https://www.cockroachlabs.com/careers/open-positions/)
3. [Cockroach Labs Open Interview Process](https://www.cockroachlabs.com/careers/open-interview/)
4. [Cockroach Labs Product & Engineering](https://www.cockroachlabs.com/careers/product-and-engineering/)
5. [Cockroach Labs Jobs (Greenhouse)](https://job-boards.greenhouse.io/cockroachlabs)

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