Strategy and Operations Manager (GTM, EMEA)

• 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
• 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
• 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

Benefits

• Competitive Health Insurance Coverage
• Paid Parental Leave
• Flexible PTO
• Learning & Development
• Relocation Support
• Employee Referral Bonus- 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
• High agency and ownership mentality. You treat every project as if the outcome depends on you, because on this team, it does
• Strong written and verbal communication skills; comfortable presenting findings and owning outcomes with senior stakeholders
• Relentless bias toward action. You don’t wait for perfect information; you synthesize what’s available, make a call, and iterate
• Exceptional analytical and financial modeling skills — you can build complex models, dissect data, and translate complexity into clear recommendations
• Strong judgment applied to validating, refining, or discarding AI-generated output
• The discipline to iterate on prompts, tools, and workflows rather than accepting first-pass output
• Bachelor’s degree required; STEM or quantitative field preferred
• 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
• 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
• An authorship standard — you direct, review, and take full accountability for everything you produce
• 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