C
Couchbase
Strategic Account Representative
Skills
Salesforce
2 months ago
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Important information
Contract type:
Permanent
Salary:
$125,000 – $150,000 / year
Location:
United States
Work mode:
Onsite
Published on:
29 August 2026
What they need
- 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- If you see a role that excites you, but don’t meet every qualification, we still encourage you to apply
- 6–10+ years of enterprise or strategic software sales experience as an individual contributor
- Highly organized, self-directed, and accountable, with strong time management and forecasting discipline
- Background selling cloud, SaaS, database, or infrastructure technologies, ideally business-critical platforms
- 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
- 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
- Experience selling into Fortune 500 / Global 2000 accounts, navigating procurement, security, and multi-stakeholder decision processes
- Thrives in a fast-paced, growth-stage environment, with a builder mindset and passion for customer success
- Strong command of enterprise sales methodologies (MEDDIC, Challenger, or similar) and disciplined opportunity management
- Proven track record of exceeding quota in complex, high-value enterprise sales environments
- Willingness to travel up to 40–50%
- 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
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