Manager, Sales Development - APAC

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 Cockroach Labs is looking for a Manager of Sales Development to lead a high-performing SDR team from our Bengaluru office. This is a true people management role for someone who is both an expert practitioner and a strategic operator — capable of independently translating GTM division goals into executable SDR strategy, building top talent, and owning outcomes with accountability. This role sits at the intersection of two transformations happening simultaneously at Cockroach Labs: our market shift into the agentic AI infrastructure space, and our internal shift to AI-first prospecting. The right person doesn't just manage a team — they lead it through change, building AI fluency across their SDRs and serving as a critical bridge between frontline sales reality and the AI systems being built to support it. You must be based in Bengaluru, India to be eligible for this role and will be expected to go into the office on Mondays, Tuesdays & Thursdays. You Will Lead, coach, and develop a team of SDRs — setting clear performance expectations, running structured 1:1s, and driving measurable growth in pipeline output and career trajectory. Own team outcomes end-to-end. Review quarterly targets, maintain ongoing performance analysis, and lead regular reviews connecting SDR activity to business results. Lead your team's adoption of our AI-powered prospecting stack — Nooks, Outreach AI sequences, ZoomInfo, Clay, LeadIQ, and automated account prioritization. Build fluency, not just compliance. Coach SDRs on critically evaluating AI outputs and engaging in feedback loops that improve the system over time. Independently translate APAC GTM goals into executable SDR strategy and own the APAC SDR playbook — prospecting frameworks, qualification standards, and objection-handling guides grounded in our CRLS value pillars. Lead hiring for the APAC SDR team, own the onboarding experience, and build AI tool proficiency into the core of ramp. Partner with Sales, Marketing, and AI Enablement to align on pipeline strategy, AE-SDR handoff quality, and AI workflow iteration priorities. The Expectations First 30 days: Develop deep fluency in CockroachDB — CRLS value pillars, AI-era market positioning, and competitive dynamics. Conduct 1:1s with each SDR, assess team performance and AI tool adoption, and form a clear point of view on the highest-leverage opportunities. By 60 days: Define clear performance expectations including around AI tool adoption, initiate at least one meaningful workflow improvement, and establish a feedback loop between your SDRs and AI enablement. Making independent decisions and operating as a trusted cross-functional partner. By 90 days: Own the APAC SDR pipeline number with full accountability. Have a clear team development roadmap with AI fluency as a core pillar, complete at least one full hiring cycle, and articulate a team vision that positions AI as the team's sharpest competitive edge — not a burden of adoption. You Have 8+ years of experience in a high-growth SaaS sales or technical sales environment, with a strong track record of delivering enterprise and commercial pipeline 2-3+ years managing and developing inbound/outbound SDR teams, with measurable improvement in pipeline quality and SDR career growth Proven ability to drive AI tool adoption across a team — building the habits and accountability that make it stick, not just rolling out tools A demonstrated practice of integrating AI tools into your own daily workflow to improve speed, quality, and decision-making Clear ownership of your team's AI capability, not just your own — a track record of modeling the behaviors yourself and creating space for experimentation Exceptional coaching ability: diagnosing root causes, designing skill-building plans, and giving feedback that actually changes behavior Full-cycle team management experience: hiring, onboarding, performance management, and difficult conversations where needed 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!