Couchbase · 1 day ago
Strategic Account Representative
United States
Full-time
Remote
Mid, Senior Level
$121K/yr - $142K/yr
6+ years expCouchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. They are seeking a Strategic Account Executive to own and grow a portfolio of their largest enterprise customers, acting as a trusted advisor and collaborating with internal teams to deliver business-critical solutions.
Big DataCloud Data ServicesDatabaseEnterprise Software
Responsibilities
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
Qualification
Required
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
Preferred
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%
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 - 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.
Company
Couchbase
Couchbase is a NoSQL cloud platform providing scalable data solutions for applications.
501-1000 employees
H1B Sponsorship
Couchbase has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (14)
2024 (16)
2023 (16)
2022 (6)
2021 (12)
2020 (17)
Funding
Current Stage
Public CompanyTotal Funding
$251MKey Investors
Irenic Capital ManagementGPI CapitalSorenson Capital
2025-06-20Acquired
2025-04-30Post Ipo Equity
2021-07-22IPO
Leadership Team
Matt McDonough
SVP, Product
Rahul Pradhan
Vice President, Product and Strategy | AI and Data Services
Recent News
Best Data Management Software, Vendors and Data Science Platforms
2025-12-13
2025-12-11
2025-12-10
Company data provided by crunchbase