---
type: JobPosting
title: Sr. Director, Product Marketing
company: Cockroach Labs
companyWebsite: "https://cockroachlabs.com"
category: product-marketing
seniority: SENIOR
contractType: FULL_TIME
remote: ONSITE
location: San Mateo, CA
salaryMin: 180000
salaryMax: 220000
salaryCurrency: USD
market: USA
postedAt: 2026-06-11
applyUrl: "https://boards.greenhouse.io/cockroachlabs/jobs/7663314"
canonical: "https://www.growthtalent.org/empregos/product-marketing/cockroach-labs/sr-director-product-marketing-cockroach-labs"
---

# Sr. Director, Product Marketing

**Cockroach Labs** · San Mateo, CA

<!--rich-->{"tags":["Product Marketing","Enterprise SaaS","Database","On-site","$180K-$220K","Senior Leadership"],"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.","objectives3m":["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"],"objectives6m":["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":[{"metric":"Win Rate vs. Competitors","description":"Percentage of deals won against Aurora, Oracle, Spanner; track monthly movement and root cause analysis"},{"metric":"Pipeline Influenced by PMM","description":"Revenue attributed to PMM campaigns, enablement, and content across full funnel; target 20-30% of net new pipeline"},{"metric":"Sales Enablement Adoption","description":"AE usage of competitive battlecards, playbooks, and talking tracks; measure engagement and tie to deal velocity"},{"metric":"Content Engagement & Reach","description":"Traffic to case studies, whitepapers, TCO tools; conversions to sales conversations; video testimonial view-through rates"},{"metric":"Deal Velocity","description":"Average time from evaluation to close; measure acceleration from PMM enablement (POC guides, migration frameworks)"}],"tools":["Sales enablement platforms (Seismic, Highspot, or similar)","Competitive intelligence tools (G2, Gartner, win/loss software)","Analytics & attribution (Marketo, HubSpot, or Salesforce)","Content management & DAM","TCO modeling & financial analysis tools","Video production & case study platforms"],"team":{"manager":"VP of Product","current":"Small, capable PMM team (size unspecified); embedded within unified Product + PMM + Education organization","hiring":"Building role-you'll hire to scale the team from current baseline"},"compensation":{"salary":"$180K-$220K base","variable":null,"equity":null,"remote":"On-site, San Mateo, CA"},"benefits":["Equity/stock options (typical for growth-stage SaaS)","Comprehensive health, dental, vision coverage","401(k) matching","Professional development & conference budget","Flexible PTO"],"company":{"about":"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.","founded":null,"headcount":null,"funding":null,"customers":"OpenAI, CoreWeave, Netflix, Roblox, DoorDash","culture":"Direct, problem-solving focused. 'When our customers win, we all win.' Fast-moving, data-driven, outcome-oriented."},"forYouIf":["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"],"wontWorkIf":["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"],"interviewProcess":[{"step":"Initial screening","detail":"Alignment on building mandate, experience scaling PMM functions, and database/infrastructure market familiarity"},{"step":"Case study / narrative exercise","detail":"You'll reframe a technical product feature or capability into customer language; likely around cost or AI infrastructure positioning"},{"step":"Competitive deep dive","detail":"Discussion of win/loss analysis, competitive strategy, and how you'd position CockroachDB vs. Aurora/Oracle"},{"step":"Sales enablement portfolio review","detail":"Walk through competitive battlecards, playbooks, or enablement assets you've built; discuss measurement and adoption"},{"step":"Cross-functional panel","detail":"VP of Product, Sales leadership, and possibly a peer PMM role; assesses fit within R&D organization and ability to work cross-functionally"}]}

[Apply →](https://boards.greenhouse.io/cockroachlabs/jobs/7663314)

---

Canonical: https://www.growthtalent.org/empregos/product-marketing/cockroach-labs/sr-director-product-marketing-cockroach-labs