Strategic Account Representative, Couchbase
LATAM
$150-165k
More information about location
Operational data platform for AI
Be an early applicant
Operational data platform for AI
501-1000 employees
Be an early applicant
$150-165k
More information about location
501-1000 employees
Company mission
To simplify how organizations develop, deploy, and run modern applications wherever they are.
Role
Who you are
- 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
- 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
What the job involves
- Couchbase 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
- Regional 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
Our take
Critical functions for digital businesses such as computing and storage have become cheaper by orders of magnitude with the advent of cloud computing. However, these businesses still face the challenge of architecting their services under this paradigm. Couchbase’s NoSQL database is designed to help organizations build scalable, distributed systems that take advantage of cloud-native infrastructure.
The company's major bets on Kubernetes, mobile and NoSQL have paid off too. With many large enterprises now treating Couchbase as mission-critical infrastructure, a trajectory that culminated because of ts 2021 IPO. While it operates in a highly competitive database market, the company has continued to grow post-IPO and is now positioning itself around the next shift in enterprise architecture: AI-native applications.
The recent launch of Couchbase AI Services reflects an effort to unify operational data, vector search and model hosting within a single platform, reducing the complexity that often prevents generative AI and agent-based systems from moving beyond proof-of-concept. By embedding governance, validation and security controls directly into the data layer, Couchbase is aiming to make its database a core foundation for production AI workloads.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2020
$105m
SERIES G
Mar 2016
$30m
SERIES F
Total funding: $251m
Company HQ
Cypress, San Jose, CA
Leadership
BJ Schaknowski
(CEO)Prior to joining Couchbase in 2025, BJ was the CEO of symplr. He also served as the Chief Sales & Marketing Officer at Vertafore and as an SVP of Marketing, Sales & Services at LexisNexis Software Solutions.
Veronica Curran
(CPO)Veronica Previously founded Magnolia People Solutions where she served as a Managing Partner for nearly 2 years. Prior to that, she was the Chief People and culture Officer at SmartBear and the CPO at Alumni Ventures Group.
Gopi Duddi
(CTO)Gopi joined Couchbase in 2022 as an SVP of Engineering, moving into the role of CTO in 2025. Prior to this, he spent 10 years at Amazon AWS, joining in 2012 as a Senior Manager of Database Services before moving into the role of GM. He also spent 7 years at IBM In various Managerial roles.
Josh Harbert
(CMO)Josh is also the co-founder and President of SustainableIT.org. Previously, he served as the CMO at Delphix and the VP of Marketing at Tanium and Qumulo.
Amir Jafari
(CFO)Amir is also the CFO/Head of Finance & Operations at Blend. Previously, he served as the CFO at Plastiq and Reputation.com.
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