Senior Sales Director, Couchbase
Central Europe
Enterprise-class, multicloud to edge NoSQL database
Be an early applicant
Enterprise-class, multicloud to edge NoSQL database
501-1000 employees
Be an early applicant
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 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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