Commercial Strategy Advisor, Couchbase
Deal Desk/Pricing
1-2 days a week in office
Operational data platform for AI
Open for applications
Operational data platform for AI
501-1000 employees
Open for applications
1-2 days a week in office
501-1000 employees
Company mission
To simplify how organizations develop, deploy, and run modern applications wherever they are.
Role
Who you are
- BA/BS in Business Administration, Finance, Statistics, Economics or equivalent. 4-6 years of experience working in Enterprise software / SaaS industry (Deal Desk or Pricing 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)
- Experience using Salesforce CPQ Lightning
- Self-starter with a strong sense of ownership and a demonstrated ability to work cross-functionally with a distributed team across multiple time zones in a remote capacity
- Ability to simply communicate complex ideas and issues to various stakeholders and seniority levels
- 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
- As a Commercial Strategic Advisor, you will serve as a strategic business partner to internal teams focused on management of deals through the deal review process to ensure accuracy, business, operational and SLA compliance, as well as optimal deal structure and pricing response
- You will be a subject matter expert in enterprise infrastructure software deals, including both subscription and consumption models and commercial aspects related to the cloud database market providing pricing, quoting, competitive intelligence, and deal structuring advice to solve customer problems and support profitable growth
- You will be a key strategic business partner to the entire field team
- This role will also need to understand the financial outcomes of deals and the linkage to the overall financial targets and KPI’s of Couchbase
- Cross-functional ability will be important as this role is at the intersection of numerous functions
- Your ability to communicate with sales reps all the way up to our most senior executives will be an important skill required for this role
- You must be an initiative-taking self-starter who thrives in a fast-paced environment
- This role reports to the Director, Commercial Strategy based in the UK
- 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)
- Ability to drive deal consistency throughout the company
- Articulation of the financial outcome of deals and how this aligns with the company strategy
- Provide expert guidance to Enterprise Field Sales in the areas of deal structuring, pricing, contract management, and quote creation based on customer requirements
- Working with Legal throughout the contract process, providing suggestions and assistance to ensure proper processing, including but not limited to contract red line review and negotiations
- Effectively resolving and championing questions arising between internal processes and customer needs
- Create total cost of ownership (TCO) models to illustrate the quantitative and qualitative customer benefits of Couchbase’s DBaaS solutions
- Model competitive price comparisons based on workload sizing and usage patterns
- Create and develop relationships across the company to address internal & external questions and concerns
Salary benchmarks
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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