Strategic Account Representative, Couchbase
$125-150k
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
$125-150k
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
- This role is designed for a senior individual contributor who thrives in long, consultative sales cycles, builds deep executive relationships, and consistently drives expansion within strategic accounts
- 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%
- 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 own and grow a portfolio of our largest, most complex enterprise customers
- You will act as a trusted advisor to customers while partnering closely with internal teams to deliver business-critical solutions across cloud and on-prem environments
- 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
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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