Senior Director of Global Commercial Strategy, Couchbase
$240-282k
+ Bonus + RSU equity program
Office located in Santa Clara, CA
Operational data platform for AI
Job no longer available
Operational data platform for AI
501-1000 employees
Job no longer available
$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 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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