Senior Sales Director, Couchbase
Central Europe
Operational data platform for AI
Open for applications
Operational data platform for AI
501-1000 employees
Open for applications
501-1000 employees
Company mission
To simplify how organizations develop, deploy, and run modern applications wherever they are.
Role
Who you are
- 10+ years of enterprise software sales experience, with at least 4 years in a first-line leadership role managing Enterprise Sales Representatives
- Proven track record leading teams that consistently exceed targets
- Experience selling cloud, SaaS, and database or infrastructure technology; previous success positioning business-critical software in competitive environments
- Strong background in sales qualification methods (MEDDIC, Challenger, etc.), pipeline discipline, and deal inspection
- Skilled in leading through influence, cross-functional collaboration, and executive communication—internally and externally
- Versatility and experience co-selling with partners, cloud providers, and system integrators is highly valued
- Ability to analyse data and trends to coach performance, identify opportunities, and evolve strategy
- Comfortable thriving in a fast-paced, growth-stage environment, with a passion for building, mentoring, and scaling high-performance teams
What the job involves
- The Regional Sales Director/Country Lead is tasked with the business results of a team of ESR’s and TSR's for a defined territory
- The charter is closing new logo opportunities and cultivating relationships & growth within our existing customer base
- You will hold a direct quota for new business, you will grow and cultivate present customers, and you will also mentor and develop more junior members in the team
- Own and execute Enterprise Account Strategy across the DACH region ensuring alignment with Couchbase’s go-to-market strategy and enterprise growth targets
- Lead and coach a team Enterprise Sales Representatives, each responsible for the acquisition of new logos and growth within Couchbase’s existing customers
- Manage a regional revenue responsibility, ensuring consistent overachievement through strategic planning, rigorous execution, and exceptional customer engagement
- Collaborate cross-functionally with Pre-Sales Engineering, Customer Success, Product, Marketing, SDR teams, and Partner teams to support multi-threaded relationships
- Guide the team through all the steps of detailed sales deals, from beginning to end. Show sales reps the right method to use for each deal, such as MEDDIC, and step in to help if necessary
- Monitor and report on pipeline health, forecasting accuracy, and key performance metrics, while ensuring data integrity across Salesforce and sales tooling platforms
- Act as executive sponsor on key strategic deals and relationships, helping reinforce Couchbase’s value proposition at the C-level and unlocking long-term account growth
- Foster a culture of accountability, coaching, excellence, and collaboration, championing the development of your team’s skills and advancement opportunities
- Stay up to date on the Couchbase platform, and guide your team in articulating business value in both Cloud (SaaS) and on-premise environments
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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