Sales Director at Couchbaseinc

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. 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. 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 couchbase.com and follow us on LinkedIn and X. Want to be part of our story? Apply today! Sales Director - India Role Overview The Sales Director (SD) for India leads a high-performing team of Account Executives, responsible for achieving revenue targets across complex accounts. The role is focused on coaching, enabling, and guiding the team to execute at the highest level through structured pipeline management, deal progression, and disciplined forecasting. The SD acts as a strategic mentor, helping the team prioritize opportunities, remove obstacles, and apply creativity to close complex deals while ensuring operational rigor across forecasting, CRM hygiene, and account planning. Key Responsibilities Talent Development & Coaching • Coach and develop Account Executives to strengthen skills in executive engagement, deal structuring, and strategic account management. • Identify skill gaps and create targeted development plans for individuals and the team. • Guide recruitment decisions to build a balanced, high-performing team capable of handling both Enterprise and Strategic accounts. Pipeline Generation & Opportunity Prioritization • Help the team focus on high-value opportunities and prioritize efforts to maximize pipeline impact. • Mentor reps in discovering new use cases, expanding accounts, and identifying strategic entry points. • Challenge assumptions and provide creative guidance to overcome roadblocks in opportunity creation. Deal Management & Execution Oversight • Inspect top deals weekly, evaluate deal health, and guide next-step strategies. • Coach the team on deal structuring, multi-stakeholder alignment, and executive engagement. • Assist in removing obstacles and accelerating deal progression through collaborative problem-solving. Forecasting & CRM Discipline • Ensure the team maintains accurate, evidence-based forecasts. • Enforce disciplined use of CRM tools and pipeline hygiene, providing feedback and corrective guidance. • Use data-driven insights to coach the team on risk management, prioritization, and deal focus. Executive Presence & Strategic Guidance • Guide the team in engaging executives effectively and influencing decision-making at the highest level. • Support reps in framing business value and positioning the organization as a strategic partner. • Provide perspective on enterprise account strategy and long-term growth initiatives. Define, execute, and adapt the specific go-to-market strategy for the India region, identifying key vertical targets and strategic partnerships critical for long-term growth and market penetration.Act as the primary interface between the India sales team and company functions (e.g., Product, Finance, Global Sales Leadership) to ensure alignment on product roadmap, pricing strategies, and regional investment needs. Analytical Leadership & Problem-Solving • Use analytics to identify performance trends, pipeline gaps, and high-risk opportunities. • Coach the team to apply structured approaches to complex deals and multi-threaded accounts. • Encourage creative problem-solving to overcome obstacles and maximize revenue impact. Preferred Qualifications • 12+ years of enterprise sales leadership experience, with proven success coaching both Enterprise and Strategic Account teams. • Track record of building high-performing teams and developing top talent. • Experience in structured sales methodologies and managing complex, multi-million-dollar deals. • Strong executive presence with the ability to guide teams in C-suite engagement. • Demonstrated ability to prioritize initiatives, problem-solve creatively, and drive accountability across teams. At Couchbase, we believe innovation thrives when diverse perspectives are at the table. We actively encourage applications from individuals of all backgrounds—including women, people of color, LGTBQIA+ professionals, veterans, and individuals with disabilities. If you see a role that excites you, but don’t meet every qualification, we still encourage you to apply. Studies show underrepresented talent is less likely to apply unless they meet all the criteria. We encourage you to apply if you’re excited about the role and can bring strong contributions to our team. If you require reasonable accommodations during the recruitment process, please let your recruiter know—we’re happy to support you. We value diverse educational and career backgrounds. If your experience aligns with the role’s goals—even if it doesn’t follow a traditional path—we’d love to hear from you. Why Couchbase? 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. • And much more! *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 Releases Couchbase Capella Couchbase Blog Investors Disclaimer: Couchbase is committed to being an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Join an impact initiative group and experience the amazing feeling of Couchbase can-do culture. By using this website and submitting your information, you acknowledge our Candidate Privacy Notice and understand your personal information may be processed in accordance with our Candidate Privacy Notice following guidelines in your country of application.