Enterprise Sales Representative (West / So Cal) at Couchbaseinc

About the Role

We are looking for an 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.

Key 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.