Couchbase, the operational data platform for AI, empowers businesses to succeed by bringing data to life in new ways. Major market-leading companies rely on Couchbase for mission critical operational, analytical, mobile and AI workloads. Built to replace legacy infrastructure and fragmented data services, Couchbase empowers enterprises with a unified platform architected for performance, flexibility and global scale.
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Location: Remote (US-based with alignment to LATAM time zones)
Travel: Up to 40–50% (Regional and International)
Role OverviewCouchbase is seeking a Strategic Account Executive to lead and expand our footprint within the Latin American market. This role is designed for a senior individual contributor who understands the unique nuances of the LATAM enterprise landscape—thriving in long, consultative sales cycles and building deep executive relationships across diverse cultures. You will act as a trusted advisor to our largest, most complex customers in the region, partnering closely with internal teams to deliver business-critical solutions across cloud and on-prem environments.
Key ResponsibilitiesRegional Strategy: Own and execute a Strategic Account Plan for a defined set of named enterprise accounts across LATAM, aligned with Couchbase’s global strategy and regional growth objectives.
Growth & Retention: Drive new business, expansion, and retention within the region's largest financial institutions, telecommunications providers, and retail giants.
Complex Negotiations: Manage multi-threaded sales cycles, navigating the specific legal, procurement, and fiscal requirements inherent in LATAM business transactions.
Executive Presence: Build and maintain strong C-level relationships, positioning Couchbase as a long-term strategic partner capable of supporting digital transformation at scale.
Cross-Functional Leadership: Act as the "Quarterback" for regional resources, collaborating with Sales Engineering, Customer Success, and Marketing to deliver localized value.
Ecosystem Development: Develop pipeline by leveraging local Cloud Partnerships (AWS, Azure, GCP) and regional System Integrators (SIs) to penetrate new markets.
Forecast Accuracy: Maintain disciplined pipeline management and forecasting within Salesforce, ensuring data integrity for the LATAM territory.
8–10+ years of enterprise software sales experience, with a specific focus on the LATAM market.
Language Proficiency: Fluency in English and Spanish is required; proficiency in Portuguese is highly preferred.
Market Expertise: Proven track record of navigating the procurement and security hurdles of Multilatinas and Global 2000 accounts within the region.
Tech Stack: Experience selling database, infrastructure, or SaaS technologies; familiarity with the shift from on-prem to cloud within the LATAM sector.
Sales Methodology: Strong command of MEDDIC, Challenger, or equivalent methodologies.
Cultural Competency: Exceptional ability to engage with both technical stakeholders and executive buyers, respecting regional business etiquette and relationship-based selling.
Partner Experience: Proven success co-selling with global cloud providers and local regional partners.
Adaptability: Thrives in a growth-stage environment with a "builder" mindset and the ability to work across multiple time zones.
Travel: Willingness to travel up to 40–50% across the region and to the US for headquarters alignment.
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
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450 Mission Street, San Francisco, CA, United States, 94105
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