Strategic Account Representative

🕒 April 10

🇺🇸 United States – Remote

💵 $125k - $150k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

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Couchbase

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

🤖 Artificial Intelligence

🔌 API

☁️ SaaS

💰 $105M Series G on 2020-05

Artificial Intelligence • API • SaaS

Couchbase is an award-winning developer data platform specializing in NoSQL databases that deliver versatility, performance, and scalability for mission-critical applications. Offering both on-premise and cloud-based solutions like Couchbase Capella Database-as-a-Service (DBaaS), it empowers developers with tools for transactional, analytical, mobile, and AI applications. With its AI services, Couchbase provides coding assistance and helps streamline the development of AI-powered agentic applications. It integrates capabilities like in-memory architecture, real-time analytics, and cloud-to-edge data synchronization. Couchbase is trusted by enterprises across various industries such as gaming, healthcare, and hospitality for its high-performance and scalable data solutions.

📋 Description

• 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.

🎯 Requirements

• 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. • And much more!