Strategic Account Representative (West) at Couchbaseinc

As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers developers and enterprises to build and scale applications with unmatched flexibility, performance, and cost-efficiency—from cloud to edge. Trusted by over 30% of the Fortune 100, Couchbase is unlocking innovation, accelerating AI transformation, and redefining customer experiences. Come join our mission. Sales Rep (Strategic Accounts) Location: Varies, US remote (West coast locations) Travel: Up to 40–50% Role Overview 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. 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. Preferred Qualifications • 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%. The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, equity, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location.Base Pay Range$121,000—$142,000 USD 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.