Couchbase, Inc. - Sr Director, Sales (NEUR)
Requirements
• 10+ Years Individual Contributor (IC): Deep experience as a high-performing Enterprise/Strategic Account Executive. Must have lived the "hunter" life and have a history of closing complex, seven-figure multi-year deals. • 10+ Years Individual Contributor (IC): • 5+ Years Sales Leadership: Proven success managing managers or senior teams. Must show evidence of developing talent and coaching through high-stakes sales cycles. • 5+ Years Sales Leadership: • Domain Expertise • Domain Expertise • RDBMS & Cloud: Deep technical fluency in databases (Relational to NoSQL transition). Must understand concepts like latency, high availability, and the modern cloud stack (Capella/K8s). • RDBMS & Cloud: • AI-Native Background: Must understand the intersection of data and GenAI (RAG, Vector search). • AI-Native Background: • Regional Acumen • Regional Acumen • UK Focus: Demonstrated ability to lead high-complexity, large-scale enterprise software sales cycles involving multi-layered buying committees. • UK Focus: • Nordic Focus: Ability to thrive in a community-driven market; understanding that Nordic success is often "network-first" and relationship-intensive. • Nordic Focus: • 3. Core Competencies • Multiply and Develop: A track record of promoting talent and successfully coaching teams to quota attainment. • Multiply and Develop: • Drive Transformation: Ability to act as a change agent, helping the team pivot to our AI-focused sales motion without losing momentum on core revenue. • Drive Transformation: • Communicate with Purpose: Mastery of executive brevity; ability to cascade the "why" and "how" of our GTM transformation clearly. • Communicate with Purpose:
Responsibilities
• Strategic Leadership: Develop and execute a regional plan that prioritizes the 4,000 global "A/B" ICP accounts, ensuring disciplined execution of the sales motion. • Strategic Leadership: • Operational Excellence: Maintain rigorous pipeline hygiene in Salesforce/Pave; provide highly accurate forecasting; and drive standardized sales management practices (MEDDPICC). • Operational Excellence: • AI Acceleration: Lead the team in effectively positioning our AI value prop—specifically RAG, Vector Search, and Capella—to displace legacy competitors (Oracle/SQL Server). • AI Acceleration: • Talent Development: Identify, coach, and retain top-tier sales talent, fostering a culture of psychological safety, high-performance, and inclusion, as per the Couchbase Leadership Framework. • Talent Development: • Cross-Functional Collaboration: Serve as the "quarterback" for the account team, working seamlessly with Solutions Engineering (FE), Customer Success (CS), and Marketing to drive programmatic adoption. • Cross-Functional Collaboration:
Benefits
• Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase’s mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers– all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. See our recent awards to learn why Couchbase is a great place to work.We are honored to be a part of the Best Places to Work Award for the Bay Area and the UK. Couchbase offers a total rewards approach to benefits that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include: • 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. • Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more. • Learn more about Couchbase:News and Press ReleasesCouchbase CapellaCouchbase BlogInvestors
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