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.

Requirements

6–10+ years of enterprise or strategic software sales experience as an individual contributor.
Proven track record of exceeding quota in complex, high-value enterprise sales environments.
Experience selling into Fortune 500 / Global 2000 accounts, navigating procurement, security, and multi-stakeholder decision processes.
Background selling cloud, SaaS, database, or infrastructure technologies, ideally business-critical platforms.
Strong command of enterprise sales methodologies (MEDDIC, Challenger, or similar) and disciplined opportunity management.
Comfortable engaging with executive buyers and technical stakeholders, translating technical capabilities into clear business outcomes.
Experience co-selling with partners, cloud providers, and system integrators is highly valued.
Highly organized, self-directed, and accountable, with strong time management and forecasting discipline.
Thrives in a fast-paced, growth-stage environment, with a builder mindset and passion for customer success.
Willingness to travel up to 40–50%.

Benefits

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!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

enterprise software salessales methodologiesMEDDICcloud technologiesSaaSdatabase technologiesinfrastructure technologiespipeline managementforecastingopportunity management

Soft Skills

relationship buildingcommunicationorganizational skillsself-directedtime managementaccountabilitynegotiationcustomer successadaptabilitycollaboration