Enterprise Sales Representative, Couchbase
South/Southeast
$121-142k
Travel: Up to 40–50%
Enterprise-class, multicloud to edge NoSQL database
Open for applications
Enterprise-class, multicloud to edge NoSQL database
501-1000 employees
Open for applications
$121-142k
Travel: Up to 40–50%
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%
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
- You'll 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 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
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 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 HQ
Santa Clara, CA
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.
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