Senior Director of Global Commercial Strategy, Couchbase
$240-282k
+ Bonus + RSU equity program
Office located in Santa Clara, CA
Enterprise-class, multicloud to edge NoSQL database
Be an early applicant
Enterprise-class, multicloud to edge NoSQL database
501-1000 employees
Be an early applicant
$240-282k
+ Bonus + RSU equity program
Office located in Santa Clara, CA
501-1000 employees
Company mission
To simplify how organizations develop, deploy, and run modern applications wherever they are.
Role
Who you are
- You must be an initiative-taking self-starter who thrives in a fast-paced environment
- 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
What the job involves
- Join Couchbase to be a part of a greater change
- Here you’ll have the opportunity to learn and grow with some of the most innovative, passionate and humble individuals in the database industry
- Reporting to the Chief Financial Officer, 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
- 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
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 makes taking advantage of these features possible.
The cloud vendor's major bets on Kubernetes, mobile, and of course, NoSQL have paid off. Many of the world’s largest companies have come to consider this software as mission-critical and Couchbase has benefitted from this as exemplified by its IPO in 2021.
The biggest challenge for Couchbase is that it is playing in a large but competitive market, with the likes of DataStax and the publically traded MongoDB, and all the major cloud vendors vying for similar customers in the NoSQL space. However, Couchbase continues to grow post-IPO and serves influential clients including Mariott International, Amadeus, and LinkedIn.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
May 2020
$105m
SERIES G
Mar 2016
$30m
SERIES F
Total funding: $251m
Company 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 - RSU equity program, ESPP program, 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!
Company values
- Be a Good Human, Always - Be authentic, assume and act with positive intent, even in tough times
- Act With Uncompromising Integrity, Period - Do the right thing every time, be honest and transparent
- Serve Your Family, As Defined by You - Put your family first and let the company work for you in times of need
- Attack Hard Problems, Driven by Customer Outcomes - Be courageous and innovative. Satisfy unmet, underserved needs delivering technical excellence and honesty
- Play to Win, Together - Put in work, be proud of it and be a great teammate for your colleagues
- Make Tomorrow Better Than Today, Start Now - Execute with intensity and urgency, knowing you have an impact
Company HQ
Santa Clara, CA
Articles
Leadership
Matt Cain
(Chair, President & CEO)Previously spent 2 years at Veritas Technologies, initially as Executive Vice President before becoming President of Worldwide Field Operations. Prior to that, they were VP/Senior VP at Symantec and also spent 6 years at Cisco Systems in various roles, including Senior Director of Product Management and Business Development.
Salary benchmarks
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