Couchbase

Account Manager

• Own and execute a Strategic Account Plan for a defined set of named enterprise accounts, aligned to Couchbase’s go-to-market strategy and growth objectives.
• Drive new business, expansion, and retention within Fortune 1000 and other strategic customer relationships.
• Manage complex, multi-threaded sales cycles from pipeline generation through negotiation and close, leveraging MEDDIC or equivalent sales methodologies.
• Build and maintain strong C-level and senior stakeholder relationships, positioning Couchbase as a long-term strategic partner.
• Collaborate closely with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams to deliver differentiated solutions and exceptional customer outcomes.
• Develop and execute pipeline creation and expansion strategies, leveraging customer ecosystems, events, cloud partnerships, digital channels, and developer communities.
• Accurately manage and forecast pipeline, ensuring strong data integrity across Salesforce and sales tooling platforms.
• Partner with leadership and act as a quarterback for internal resources, ensuring alignment across teams and successful execution against account objectives.
• Stay current on the Couchbase platform and competitive landscape, articulating clear business value across both cloud (SaaS) and on-premise deployments.
• Represent Couchbase with professionalism and credibility in high-stakes customer engagements, negotiations, and executive briefings.

Strategic Account Representative

Account Executive

Senior Enterprise Sales Representative

Business Development Rep

• Identify and engage new stakeholders, business units, subsidiaries, and workload opportunities within existing enterprise customers.
• Support cross-sell and upsell motions aligned to account growth strategy.
• Prospect into high-priority ICP enterprise accounts using account-based engagement strategies.
• Develop executive and technical entry points across complex buying groups.
• Execute structured, account-prioritized daily workflows aligned to account owner strategy, buying group priorities, enterprise ICP segmentation, and ABM and field program motions.
• Engage VP+ executives, architects, engineering leaders, and technical influencers with consultative, value-based messaging.
• Deliver high-quality meetings that convert into qualified opportunities and measurable pipeline.
• Maintain rigorous Salesforce hygiene and activity tracking, leveraging tools such as Outreach, LinkedIn Sales Navigator, and ZoomInfo to drive precision targeting.

Account Development Representative

Sales Development Rep

• Identify and engage new stakeholders, business units, subsidiaries, and workload opportunities within existing enterprise customers.
• Support cross-sell and upsell motions aligned to account growth strategy.
• Prospect into high-priority ICP enterprise accounts using account-based engagement strategies.
• Develop executive and technical entry points across complex buying groups.
• Execute structured, account-prioritized daily workflows aligned to:
• Engage VP+ executives, architects, engineering leaders, and technical influencers with consultative, value based messaging.
• Deliver high-quality meetings that convert into qualified opportunities and measurable pipeline.
• Maintain rigorous Salesforce hygiene and activity tracking.
• Leverage tools such as Outreach, LinkedIn Sales Navigator, and ZoomInfo to drive precision targeting.
• Inspect performance metrics and optimize conversion from meeting to qualified opportunity to revenue attribution.

Strategic Account Representative

Senior Enterprise Sales Representative

Account Development Representative

Sales Development Representative