דרושים Regional Director Strategic East ב-Couchbase

• Own and execute the Strategic Account Sales Franchise Plan across key East Coast territories, ensuring alignment with Couchbase’s go-to-market strategy and enterprise growth targets.

• Lead and coach a team of 6+ high-performing Strategic Account Executives , each responsible for driving growth and retention within Couchbase’s largest and most complex customer relationships.

• Manage a regional revenue responsibility , ensuring consistent overachievement through strategic planning, rigorous execution, and exceptional customer engagement.

• Collaborate cross-functionally with Pre-Sales Engineering, Customer Success, Product, Marketing, SDR teams, and Partner teams to support multi-threaded relationships and solution delivery across Fortune 1000 accounts.

• Drive complex deal cycles from pipeline creation through negotiation and close—guiding reps on opportunity strategy, leveraging MEDDIC or equivalent methodology, and engaging deeply where necessary.

• Develop and execute pipeline generation and expansion programs , leveraging customer ecosystems, events, digital channels, cloud partnerships, and developer communities.

• Monitor and report on pipeline health, forecasting accuracy, and key performance metrics , while ensuring data integrity across Salesforce and sales tooling platforms.

• Act as executive sponsor on key strategic deals and relationships , helping reinforce Couchbase’s value proposition at the C-level and unlocking long-term account growth.

• Foster a culture of accountability, coaching, excellence, and collaboration , championing the development of your team’s skills and advancement opportunities.

• Stay up to date on the Couchbase platform , and guide your team in articulating business value in both Cloud (SaaS) and on-premise environments.

• 8+ years of enterprise software sales experience , with at least 3 years in a first-line leadership role managing Strategic or Global Account Executives.

• Proven track record leading teams that consistently exceed targets in complex, high-value account environments.

• Deep experience selling into Fortune 500 or strategic global accounts , with an ability to navigate complex procurement processes and multi-stakeholder environments.

• Experience selling cloud, SaaS, and database or infrastructure technology ; previous success positioning business-critical software in competitive environments.

• Strong background in sales qualification methods (MEDDIC, Challenger, etc.) , pipeline discipline, and deal inspection.

• Skilled in leading through influence , cross-functional collaboration, and executive communication—internally and externally.

• Versatility and experience co-selling with partners , cloud providers, and system integrators is highly valued.

• Ability to analyze data and trends to coach performance, identify opportunities, and evolve strategy.

• Comfortable thriving in a fast-paced, growth-stage environment , with a passion for building, mentoring, and scaling high-performance teams.

• Must be OK with 50% travel

• Lead and grow a high-performing Americas-based Professional Services team, including Solution and Cloud Architects.
• Define and execute the regional services strategy aligned with Couchbase’s growth and customer success goals.
• Manage delivery capacity and resource planning to support both strategic and transactional engagements.

• Act as an executive sponsor for key customer implementations, ensuring alignment with business outcomes and rapid deployment success.
• Guide customers through the architectural design, deployment, and optimization of Couchbase on-premises, in the cloud, or at the edge.
• Partner with Sales and Solutions Engineering to scope engagements and support pre-sales services positioning.

• Drive repeatable, scalable services delivery using standardized methodologies, templates, and tooling.
• Monitor project health, customer satisfaction (CSAT/NPS), and services utilization to ensure quality and profitability.
• Ensure timely resolution of escalations and promote proactive customer risk management.

• Attract, coach, and retain top talent with deep technical and consultative skills.
• Develop regional onboarding and career progression frameworks to build technical depth and engagement.
• Promote a culture of customer obsession, transparency, and continuous improvement.

• Collaborate closely with Product and Engineering teams to channel feedback from the field into roadmap planning.
• Work with Sales Enablement and Partner teams to support joint delivery models and regional partner readiness.
• Contribute to packaging new services offerings and go-to-market strategies tailored to Americas customers.

• 10+ years in Professional Services, Solution Architecture, or Technical Consulting, with at least 5 years in a regional or senior leadership role.
• Proven track record of managing teams that deliver enterprise cloud/data platform implementations across North America.
• Deep experience with distributed databases, NoSQL, microservices, and cloud-native technologies (AWS, GCP, Azure).
• Familiarity with a traditional RDBMS including schema modeling, performance tuning and configuration.
• Demonstrated ability to influence C-level stakeholders and lead complex, multi-phase customer engagements.
• Strong operational acumen in managing delivery metrics, utilization, and project profitability.
• Exceptional interpersonal, communication, and leadership skills.

• Experience with Couchbase or similar NoSQL, in-memory, or distributed database technologies.
• Experience supporting Fortune 500 or large enterprise customers in regulated industries.
• Bachelor’s or Master’s degree in Computer Science, Engineering, or a related field.

• Account Expansion: Partner with the Sales and Customer Success teams to identify and engage expansion opportunities within Couchbase's largest strategic accounts.
• Deep Account Research: Conduct thorough research on existing customers, identifying key stakeholders, business units, and potential use cases for Couchbase solutions.
• Multi-Channel Outreach: Execute strategic, personalized outreach campaigns via phone, email, LinkedIn, and other platforms to engage high-level decision-makers.
• Pipeline & Revenue Growth: Deliver high-quality, qualified meetings that convert into pipeline and drive revenue growth, working closely with Strategic Account Executives to transition opportunities effectively.
• Consultative Selling: Engage with executives, technical leads, developers, and business decision-makers to understand their challenges and position Couchbase solutions effectively.
• Metrics-Driven Success: Meet and exceed key performance indicators, including meetings booked, opportunities created, and revenue influenced within strategic accounts.
• Sales Tool Proficiency: Maintain accurate records of all sales activities in Salesforce and leverage tools like Outreach, ZoomInfo, and LinkedIn Sales Navigator to enhance productivity.

• 2+ years of successful SDR experience , specifically in enterprise sales development targeting large, strategic accounts.
• Proven track record of exceeding quota and delivering qualified meetings that contribute to pipeline and revenue growth.
• Experience working closely with Account Executives and Customer Success teams to drive expansion within existing accounts.
• Strong research and analytical skills, with the ability to identify account expansion opportunities and craft compelling outreach strategies.
• Excellent communication, negotiation, and interpersonal skills with a consultative sales approach.
• Self-starter with a "hunter" mindset and a passion for driving revenue growth within enterprise organizations.
• Proficiency in Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, and other sales engagement tools.
• Bachelor's degree required; business, marketing, or technical degree is a plus.

This is a hands-on technical leadership role, focused on operational execution, strategic alignment, long-term planning, and high-quality software delivery. You will work closely with Engineering, Product, UX, SRE, and Support to translate high-level goals into technical plans and execution. You’ll own SDLC processes, guide architecture, prioritize initiatives, manage technical risk, and develop engineering leaders capable of driving outcomes independently.

• Own and Execute the SDLC
• Ensure Architectural Alignment : Guide key architecture decisions and review designs to maintain platform scalability and consistency with technical standards.
• Translate Product Requirements : Work with Product to define technical specifications that align with roadmap priorities.
• Prioritize and Sequence Initiatives : Make tradeoffs across strategic and tactical work to focus teams on high-impact outcomes.
• Manage Technical Risk and Debt : Identify long-term risks and technical debt; adjust plans and resourcing to mitigate them.
• Coordinate Cross-Functionally : Align engineering work with UX, QA, SRE, and Infrastructure for cohesive product delivery.
• Oversee Production Operations : Ensure services meet uptime goals, support on-call processes, and lead incident response coordination for critical issues.
• Mentor Engineering Leaders : Develop senior engineers and managers, elevating execution and ownership across the organization.

• 10+ years of experience delivering large-scale, distributed, cloud-native systems in production.
• 5+ years leading engineering organizations across multiple teams and technical domains.
• Expertise in at least two major cloud platforms (AWS, GCP, Azure), including deep understanding of services and infrastructure.
• Strong technical background in backend development, distributed systems, and infrastructure automation.
• Proficiency in modern development tools and cloud-native technologies (e.g., Golang, Docker, Kubernetes, Terraform).
• Proven ability to lead complex technical organizations, drive SDLC execution, and scale teams and processes in dynamic, fast-paced environments.
• Excellent collaboration and communication skills across engineering, product, and operational functions.

Responsibilities

• Operate in a consultative process with customers and prospects to define their challenges and opportunities. Map these challenges to the Couchbase Ecosystem by presenting differentiating and sustainable business value.
• Educate and become a trusted advisor and challenge assumptions and current status while delivering value to the prospects and customers.
• Present art of the possible and think outside the box approaches and solutions.
• Support technical and business discovery activities including workshops, demonstrations, across multiple opportunities
• Work closely with the sales team on account strategy and identifying additional opportunities in existing and new accounts. Ensuring the success of customer PoC/Pilots through effective management of acceptance criteria and issue escalation/resolution.
• Develop and deliver exceptional and engaging company/product presentations and demonstrations. Work with all technical levels from managers, to architects and developers and explain the Couchbase Ecosystem and its applicability to business objectives and business value
• Be the technical product expert and advisor for customers and stay up-to-date on the data solutions competitive landscape
• Partner with Product Management and Engineering to provide feedback from the field and represent the customer perspective
• Identify and write internal and external technical collateral, like typical deployment architectures or best practices and industry standards.

Preferred Qualifications

• 5+ years in a Pre-Sales/Customer-Facing/Consulting Role
• 3-5 years as a Solutions Engineer in software development or related industries
• Excellent presentation skills with an ability to present technical solutions concisely to customers or potential customers all the way from development roles to the C-Suite
• Passion for diving into technical issues and solving customer challenges
• Programming skills with any one of the following: Java, Python, Javascript, .NET. C, SQL
• Experienced in at least one of the major cloud services providers (AWS, Azure, GCP)
• Experienced in designing solutions on at least one major database platform including data modeling, indexes and query optimization.
• Experience with database platform development

Desirables

• Experience with virtualization and containerization technologies (i.e. Docker, Kubernetes, Openshift, Containers etc)
• Familiarity with NoSQL databases or other distributed high-performance systems
• Hands on experience with development of large scale
• Ability to be articulate about AI and the competitive landscape around AI.