Sr Director, Global Commercial Strategy

Reporting to the SVP of Cloud Growth and Business Operations, you will be leading and overseeing all aspects of the Global Commercial Strategy Team (aka Deal Desk) including management of deals through the deal review process to ensure accuracy, business, operational and SLA compliance, as well as optimal deal structure and pricing.  You are a subject matter expert in enterprise infrastructure software deals, including both subscription and consumption models.  You will be a key strategic business partner to the entire field team and will also partner closely with Sales Ops, Finance, Legal and IT.

This role will also need to understand the financial outcomes of deals and linkage to the financial targets, KPI’s and overall strategy of Couchbase. 

Strong negotiation experience and understanding will be critical to both manage our field teams as well as customers. Cross functional ability will be important as this role is at the intersection of numerous functions.  Your ability to communicate to sales reps all the way up to our most senior executives will be an important skill required for this role. You must be an initiative-taking self-starter who thrives in a fast-paced environment. This position is based in Santa Clara.  

Responsibilities

• Provide expert guidance to Enterprise Field Sales in the areas of deal structuring, pricing, and contract management
• Deep understanding of cloud-based software & services delivery (i.e., Software-as-a-Service and Platform-as-a-Service SaaS) including pricing, consumption models, and the impact of usage patterns on total cost of ownership (TCO)
• Articulation of the financial outcome of deals and how this aligns with the company strategy
• Participate in deal reviews with Sales/Sales Leadership to help drive Account-Level strategy on pricing/deal structuring
• Managing, mentoring, and fostering a synergy within the team and thinking of creative ways to challenge and uplift the team
• Working with Sales, Field Operations, and Legal throughout the contract process and providing suggestions and assistance in order to ensure proper processing, including but not limited to contract red line review and negotiations
• Ability to help drive deal consistency inline with global practices
• Effectively resolving and championing questions arising between internal processes and customer needs
• Working on issues that impact selling success by providing insights to improve and enhance processes to drive a smoother, easier, and frictionless experience

Qualifications

• 10+ years of experience working in Enterprise software / SaaS industry (Deal Desk, Finance, Sales Operations experience preferred)
• Extensive experience with Salesforce.com and CPQ a must
• Prior team lead or management experience
• Experience in complex deal structuring, including large Enterprise License Agreements involving both subscription and consumption terms
• Ability to negotiate with all levels within our customers organization
• Strong communication skills both internally and externally
• Experience reviewing customer contracts and drafting contract language
• Bachelor’s Degree and financial acumen