{"id":232262,"url":"https://alion.io/job/cockroachlabs-strategy-and-operations-manager-gtm-emea","title":"Strategy and Operations Manager, GTM - EMEA","company":{"id":18097,"name":"Cockroachlabs","domain":"cockroachlabs.com","url":"https://alion.io/company/cockroachlabs","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"junior","employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["London, United Kingdom"],"countries":["GB"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":45000,"max_usd":100000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":123},"experience_years_min":2,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"Agentic Workflows","optional":false},{"name":"AI Agents","optional":false},{"name":"Prompt Engineering","optional":false},{"name":"Salesforce","optional":true},{"name":"SQL","optional":true}],"status":"live","first_seen_at":"2026-08-25T14:59:40Z","employer_posted_date":"2026-09-25","last_verified_at":"2026-10-23T19:59:32Z","board_verified":true,"closed_at":null,"days_open":59,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":59},"description":"Category-defining tech. Career-defining work.\nFor 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.\nThe 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.\nThe Role\nGTM 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.\nThis 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.\nTo 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.\nWhat You'll Do\nAI 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.\nGTM 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.\nFinancial 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.\nTerritory 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.\nCross-Functional Program Execution: Drive programs end-to-end by diagnosing operational bottlenecks, designing solutions, coordinating across stakeholders, and making sure adoption sticks.\nStrategic 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.\nWhat We're Looking For\n2-3 years of experience at a top-tier investment bank, management consulting firm, or high-growth technology company in a strategy, operations, or analytical role\nExceptional analytical and financial modeling skills -- you can build complex models, dissect data, and translate complexity into clear recommendations\nFluency 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\nRelentless bias toward action. You don't wait for perfect information; you synthesize what's available, make a call, and iterate\nStrong written and verbal communication skills; comfortable presenting findings and owning outcomes with senior stakeholders\nHigh agency and ownership mentality. You treat every project as if the outcome depends on you, because on this team, it does\nThe discipline to iterate on prompts, tools, and workflows rather than accepting first-pass output.\nStrong judgment applied to validating, refining, or discarding AI-generated output.\nAn authorship standard - you direct, review, and take full accountability for everything you produce.\nBachelor's degree required; STEM or quantitative field preferred\nBonus Points\nExperience with SQL or other querying languages\nHands-on experience building or deploying AI workflows, agents, or automations in a business context\nFamiliarity with GTM tools like Salesforce, Gong, Outreach, or similar\nGenuine intellectual curiosity about how AI is reshaping go-to-market strategy -- you follow this space and have opinions about it\nWhat to Expect\nThe learning curve here is steep, the pace is real, and the impact is immediate. Here's what success looks like:\nIn your first 90 days\nGet deep on the business -- understand how Cockroach Labs goes to market, where the bottlenecks are, and what data exists to diagnose them\nShip your first analysis or workflow that influences a real decision\nBuild working relationships across Sales, Marketing, CS, and Data Engineering\nDevelop a point of view on the highest-leverage opportunities in the revenue org\nIn your first year\nOwn multiple AI workflows or GTM programs end-to-end -- from design to deployment to measurable outcome\nContribute meaningfully to territory design, capacity planning, or forecasting model work\nBecome a trusted analytical resource to senior revenue leaders\nBuild a track record of shipping things that stick, not just recommending them\nCockroach 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 .\nCockroach 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.\nBenefits\nStock Options\nMedical Insurance\nVision Insurance\nDental Insurance\nLife and Disability Insurance\nProfessional Development Funds\nFlexible Time Off\nPaid Holidays\nPaid Sick Days\nPaid Parental Leave\nRetirement Benefits\nMental Wellbeing Benefits\nAnd more!","description_format":"text","description_chars":6677,"description_truncated":false,"requirements":{"experience_years_min":2,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":["Dental insurance","Flexible time off","Health insurance","Hybrid work","Parental leave","Professional development","Stock options","Vision insurance"],"hiring_locations":[{"name":"United Kingdom","iso":"GB","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Databases & DBMS"],"lifecycle":[{"event":"open","at":"2026-09-05T09:51:25Z"}],"visa":[{"country":"GB","licensed_sponsor":true,"evidence":"Licensed UK visa sponsor (Skilled Worker, Senior or Specialist Worker)","filings_12m":null,"filings_prev_12m":null,"green_card_filings_12m":null,"median_offered_wage_usd":null,"route":"Skilled Worker; Global Business Mobility: Senior or Specialist Worker","cap_exempt":false,"checked_at":"2026-10-23T06:21:00+00:00","sources":["UK Home Office: register of licensed sponsors (workers)"],"filings_for_role_12m":0}],"liveness":{"score":45,"band":"ok","label":"Likely open","p_open":1,"p_active":0.749,"p_room":0.6,"age_days":58,"expected_fill_days":69,"reasons":["conf:0","urgency","win:late","crowd:junior"],"computed_at":"2026-10-23T05:54:15Z"},"pay":null,"html_url":"https://alion.io/job/cockroachlabs-strategy-and-operations-manager-gtm-emea","json_url":"https://alion.io/job/cockroachlabs-strategy-and-operations-manager-gtm-emea.json","meta":{"generated_at":"2026-10-23T22:19:55Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":5018,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-24T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":18097},"rest":"https://alion.io/mcp/rest/get_company?id=18097"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fcockroachlabs-strategy-and-operations-manager-gtm-emea"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fcockroachlabs-strategy-and-operations-manager-gtm-emea"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fcockroachlabs-strategy-and-operations-manager-gtm-emea"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/cockroachlabs-strategy-and-operations-manager-gtm-emea\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fcockroachlabs-strategy-and-operations-manager-gtm-emea"}]}