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As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers developers and enterprises to build and scale applications with unmatched flexibility, performance, and cost-efficiency—from cloud to edge. Trusted by over 30% of the Fortune 100, Couchbase is unlocking innovation, accelerating AI transformation, and redefining customer experiences. Come join our mission.
Location: East Coast, Remote
Own and execute the Strategic Account Sales Franchise Plan across key East Coast territories, ensuring alignment with Couchbase’s go-to-market strategy and enterprise growth targets.
Lead and coach a team of 6+ high-performing Strategic Account Executives, each responsible for driving growth and retention within Couchbase’s largest and most complex customer relationships.
Manage a regional revenue responsibility, ensuring consistent overachievement through strategic planning, rigorous execution, and exceptional customer engagement.
Collaborate cross-functionally with Pre-Sales Engineering, Customer Success, Product, Marketing, SDR teams, and Partner teams to support multi-threaded relationships and solution delivery across Fortune 1000 accounts.
Drive complex deal cycles from pipeline creation through negotiation and close—guiding reps on opportunity strategy, leveraging MEDDIC or equivalent methodology, and engaging deeply where necessary.
Develop and execute pipeline generation and expansion programs, leveraging customer ecosystems, events, digital channels, cloud partnerships, and developer communities.
Monitor and report on pipeline health, forecasting accuracy, and key performance metrics, while ensuring data integrity across Salesforce and sales tooling platforms.
Act as executive sponsor on key strategic deals and relationships, helping reinforce Couchbase’s value proposition at the C-level and unlocking long-term account growth.
Foster a culture of accountability, coaching, excellence, and collaboration, championing the development of your team’s skills and advancement opportunities.
Stay up to date on the Couchbase platform, and guide your team in articulating business value in both Cloud (SaaS) and on-premise environments.
8+ years of enterprise software sales experience, with at least 3 years in a first-line leadership role managing Strategic or Global Account Executives.
Proven track record leading teams that consistently exceed targets in complex, high-value account environments.
Deep experience selling into Fortune 500 or strategic global accounts, with an ability to navigate complex procurement processes and multi-stakeholder environments.
Experience selling cloud, SaaS, and database or infrastructure technology; previous success positioning business-critical software in competitive environments.
Strong background in sales qualification methods (MEDDIC, Challenger, etc.), pipeline discipline, and deal inspection.
Skilled in leading through influence, cross-functional collaboration, and executive communication—internally and externally.
Versatility and experience co-selling with partners, cloud providers, and system integrators is highly valued.
Ability to analyze data and trends to coach performance, identify opportunities, and evolve strategy.
Comfortable thriving in a fast-paced, growth-stage environment, with a passion for building, mentoring, and scaling high-performance teams.
Must be OK with 50% travel
At Couchbase, we believe innovation thrives when diverse perspectives are at the table. We actively encourage applications from individuals of all backgrounds—including women, people of color, LGTBQIA+ professionals, veterans, and individuals with disabilities. If you see a role that excites you, but don’t meet every qualification, we still encourage you to apply.
Studies show underrepresented talent is less likely to apply unless they meet all the criteria. We encourage you to apply if you’re excited about the role and can bring strong contributions to our team.
If you require reasonable accommodations during the recruitment process, please let your recruiter know—we’re happy to support you.
We value diverse educational and career backgrounds. If your experience aligns with the role’s goals—even if it doesn’t follow a traditional path—we’d love to hear from you.
- Generous Time Off Program - Flexibility to care for you and your family
- Wellness Benefits - A variety of world class medical plans to choose from, along with dental, vision, life insurance, and employee assistance programs*
- Financial Planning - Retirement program* and Business Travel Insurance
- Career Growth - Be valued, Create value approach
- Fun Perks - An ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees.
- And much more!
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Couchbase Santa Clara, California, USA Office
3250 Olcott St, Santa Clara, CA, United States, 95054
Couchbase San Francisco, California, USA Office
450 Mission Street, San Francisco, CA, United States, 94105
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