Strategic Account Representative

About this role

<div class="content-intro"><p>Couchbase, the operational data platform for AI, empowers businesses to succeed by bringing data to life in new ways. Major market-leading companies rely on Couchbase for mission critical operational, analytical, mobile and AI workloads. Built to replace legacy infrastructure and fragmented data services, Couchbase empowers enterprises with a unified platform architected for performance, flexibility and global scale.</p> <p>With Couchbase, organizations bring their data to life, launching game‑changing customer experiences, exploring the limitless potential of AI, and seamlessly extending applications from the cloud to the edge and beyond. Couchbase’s AI‑ready technology and enterprise partnership model eliminate complexity and reduce total cost of ownership, enabling teams to stay agile, innovative and secure.</p> <p>Couchbase believes data should never slow you down, but act as the foundation for your next breakthrough. Discover why Couchbase is trusted to help the world’s biggest players scale, move fast and stay resilient, no matter what’s next on their roadmap. Visit <a href="http://couchbase.com">couchbase.com</a> and follow us on LinkedIn and X.<br><br>Want to be part of our story? Apply today! </p></div><h2><strong>Strategic Sales Rep </strong></h2> <p><strong>Location:</strong> Varies, US remote<br><strong>Travel:</strong> Up to 40–50%</p> <h3><strong>Role Overview</strong></h3> <p>Couchbase is seeking a Strategic Account Executive to own and grow a portfolio of our largest, most complex enterprise customers. 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. 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.</p> <h3><strong>Key Responsibilities</strong></h3> <ul> <li>Own and execute a <strong>Strategic Account Plan</strong> for a defined set of named enterprise accounts, aligned to Couchbase’s go-to-market strategy and growth objectives.<br><br></li> <li>Drive <strong>new business, expansion, and retention</strong> within Fortune 1000 and other strategic customer relationships.<br><br></li> <li>Manage <strong>complex, multi-threaded sales cycles</strong> from pipeline generation through negotiation and close, leveraging MEDDIC or equivalent sales methodologies.<br><br></li> <li>Build and maintain strong <strong>C-level and senior stakeholder relationships</strong>, positioning Couchbase as a long-term strategic partner.<br><br></li> <li>Collaborate closely with <strong>Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams</strong> to deliver differentiated solutions and exceptional customer outcomes.<br><br></li> <li>Develop and execute <strong>pipeline creation and expansion strategies</strong>, leveraging customer ecosystems, events, cloud partnerships, digital channels, and developer communities.<br><br></li> <li>Accurately manage and forecast pipeline, ensuring strong data integrity across <strong>Salesforce and sales tooling platforms</strong>.<br><br></li> <li>Partner with leadership and act as a <strong>quarterback for internal resources</strong>, ensuring alignment across teams and successful execution against account objectives.<br><br></li> <li>Stay current on the <strong>Couchbase platform and competitive landscape</strong>, articulating clear business value across both cloud (SaaS) and on-premise deployments.<br><br></li> <li>Represent Couchbase with professionalism and credibility in high-stakes customer engagements, negotiations, and executive briefings.<br><br></li> </ul> <h3><strong>Preferred Qualifications</strong></h3> <ul> <li>6–10+ years of enterprise or strategic software sales experience as an individual contributor.<br><br></li> <li>Proven track record of <strong>exceeding quota</strong> in complex, high-value enterprise sales environments.<br><br></li> <li>Experience selling into <strong>Fortune 500 / Global 2000 accounts</strong>, navigating procurement, security, and multi-stakeholder decision processes.<br><br></li> <li>Background selling <strong>cloud, SaaS, database, or infrastructure technologies</strong>, ideally business-critical platforms.<br><br></li> <li>Strong command of <strong>enterprise sales methodologies</strong> (MEDDIC, Challenger, or similar) and disciplined opportunity management.<br><br></li> <li>Comfortable engaging with <strong>executive buyers and technical stakeholders</strong>, translating technical capabilities into clear business outcomes.<br><br></li> <li>Experience co-selling with <strong>partners, cloud providers, and system integrators</strong> is highly valued.<br><br></li> <li>Highly organized, self-directed, and accountable, with strong time management and forecasting discipline.<br><br></li> <li>Thrives in a <strong>fast-paced, growth-stage environment</strong>, with a builder mindset and…