The Challenge
CockroachDB is the distributed SQL database trusted by OpenAI, Netflix, and DoorDash. You'll lead the PMM function from scratch during hypergrowth, rewriting how the market understands distributed databases and turning cost leadership into a competitive weapon against Aurora and Oracle.
Your Mission
Audit existing messaging and develop a unified narrative framework that translates database architecture into business value (uptime, cost, scale) for developers, architects, and CIOs
Hire and onboard 2-3 PMM roles to build out the core team structure and operating model
Launch first competitive enablement playbook vs. Aurora with sales training and battle cards
Conduct win/loss analysis on 20+ deals to identify messaging gaps and competitive positioning opportunities
Deploy TCO comparison tools and cost-reduction campaigns that become measurable sales accelerators (track pipeline influenced)
Establish 'AI Infrastructure Database' as owned narrative with 3+ press placements, analyst briefings, and thought leadership content
Create vertical-specific deal accelerators (fintech, AI/ML, e-commerce) with POC success guides and ROI calculators
Implement measurement dashboard tracking win rates vs. competitors, content engagement, product adoption lift, and deal velocity impact
KPIs You'll Own
Win Rate vs. Competitors
Percentage of deals won against Aurora, Oracle, Spanner; track monthly movement and root cause analysis
Pipeline Influenced by PMM
Revenue attributed to PMM campaigns, enablement, and content across full funnel; target 20-30% of net new pipeline
Sales Enablement Adoption
AE usage of competitive battlecards, playbooks, and talking tracks; measure engagement and tie to deal velocity
Content Engagement & Reach
Traffic to case studies, whitepapers, TCO tools; conversions to sales conversations; video testimonial view-through rates
Deal Velocity
Average time from evaluation to close; measure acceleration from PMM enablement (POC guides, migration frameworks)
Tools & Stack
Your Team
Your Manager
VP of Product
Current Team
Small, capable PMM team (size unspecified); embedded within unified Product + PMM + Education organization
Building role-you'll hire to scale the team from current baseline
The Package
Salary
$180K-$220K base
Remote
On-site, San Mateo, CA
Benefits & Perks
Company Intelligence
CockroachDB is the leading distributed SQL database trusted by OpenAI, Netflix, Roblox, DoorDash, and CoreWeave for mission-critical workloads. The company has achieved 50%+ TCO reductions and is positioned as the cost leader at scale while maintaining resilience. The organization is in a pivotal growth phase, expanding product capabilities and market presence.
Customers
OpenAI, CoreWeave, Netflix, Roblox, DoorDash
Culture
Direct, problem-solving focused. 'When our customers win, we all win.' Fast-moving, data-driven, outcome-oriented.
Is This Role For You?
- You've built PMM from 0-1 or scaled it 1-N at a B2B SaaS or enterprise software company; you've done this before or led significant portions of it
- You can translate technical/database complexity into compelling business narratives for multiple personas (developers through enterprise)
- You're comfortable with sales enablement and competitive strategy; you obsess over win rates and pipeline influenced metrics
- You thrive in building-mode roles where you set the operating model, hire talent, and measure everything
- You prefer a supporting/executing role over building and scaling a function from the ground up
- You're uncomfortable with technical depth or lack database/infrastructure domain knowledge and aren't willing to ramp fast
- You've never worked in competitive enterprise markets or don't understand how cost, reliability, and scale messaging drive deals
- You need remote flexibility; this role is on-site in San Mateo
Interview Process
Initial screening
Alignment on building mandate, experience scaling PMM functions, and database/infrastructure market familiarity
Case study / narrative exercise
You'll reframe a technical product feature or capability into customer language; likely around cost or AI infrastructure positioning
Competitive deep dive
Discussion of win/loss analysis, competitive strategy, and how you'd position CockroachDB vs. Aurora/Oracle
Sales enablement portfolio review
Walk through competitive battlecards, playbooks, or enablement assets you've built; discuss measurement and adoption
Cross-functional panel
VP of Product, Sales leadership, and possibly a peer PMM role; assesses fit within R&D organization and ability to work cross-functionally
Ready when you are
Interested in this role?
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About Product Marketing roles
Product marketers are the bridge between product and market. They own positioning, messaging, go-to-market launches, competitive intelligence, and sales enablement. The best PMMs make complex products feel simple.