Couchbase Regional Director Strategic East 

United States 

550251766

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