[Remote] Strategic Account Representative

Note: The job is a remote job and is open to candidates in USA. Couchbase is an operational data platform for AI that empowers businesses to innovate and succeed. They are seeking a Strategic Account Executive to manage and grow a portfolio of large enterprise customers, focusing on consultative sales and building executive relationships.

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

Skills

• 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
• 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.
• Some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.

Company Overview

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