[Remote] Strategic Account Representative

Note: The job is a remote job and is open to candidates in USA. Couchbase is an operational data platform for AI that empowers businesses to innovate and succeed. They are seeking a Strategic Account Executive to manage and grow a portfolio of large enterprise customers, focusing on consultative sales and building executive relationships.ResponsibilitiesOwn and execute a Strategic Account Plan for a defined set of named enterprise accounts, aligned to Couchbase’s go-to-market strategy and growth objectivesDrive new business, expansion, and retention within Fortune 1000 and other strategic customer relationshipsManage complex, multi-threaded sales cycles from pipeline generation through negotiation and close, leveraging MEDDIC or equivalent sales methodologiesBuild and maintain strong C-level and senior stakeholder relationships, positioning Couchbase as a long-term strategic partnerCollaborate closely with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams to deliver differentiated solutions and exceptional customer outcomesDevelop and execute pipeline creation and expansion strategies, leveraging customer ecosystems, events, cloud partnerships, digital channels, and developer communitiesAccurately manage and forecast pipeline, ensuring strong data integrity across Salesforce and sales tooling platformsPartner with leadership and act as a quarterback for internal resources, ensuring alignment across teams and successful execution against account objectivesStay current on the Couchbase platform and competitive landscape, articulating clear business value across both cloud (SaaS) and on-premise deploymentsRepresent Couchbase with professionalism and credibility in high-stakes customer engagements, negotiations, and executive briefingsSkillsOwn and execute a Strategic Account Plan for a defined set of named enterprise accounts, aligned to Couchbase's go-to-market strategy and growth objectivesDrive new business, expansion, and retention within Fortune 1000 and other strategic customer relationshipsManage complex, multi-threaded sales cycles from pipeline generation through negotiation and close, leveraging MEDDIC or equivalent sales methodologiesBuild and maintain strong C-level and senior stakeholder relationships, positioning Couchbase as a long-term strategic partnerCollaborate closely with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams to deliver differentiated solutions and exceptional customer outcomesDevelop and execute pipeline creation and expansion strategies, leveraging customer ecosystems, events, cloud partnerships, digital channels, and developer communitiesAccurately manage and forecast pipeline, ensuring strong data integrity across Salesforce and sales tooling platformsPartner with leadership and act as a quarterback for internal resources, ensuring alignment across teams and successful execution against account objectivesStay current on the Couchbase platform and competitive landscape, articulating clear business value across both cloud (SaaS) and on-premise deploymentsRepresent Couchbase with professionalism and credibility in high-stakes customer engagements, negotiations, and executive briefings6–10+ years of enterprise or strategic software sales experience as an individual contributorProven track record of exceeding quota in complex, high-value enterprise sales environmentsExperience selling into Fortune 500 / Global 2000 accounts, navigating procurement, security, and multi-stakeholder decision processesBackground selling cloud, SaaS, database, or infrastructure technologies, ideally business-critical platformsStrong command of enterprise sales methodologies (MEDDIC, Challenger, or similar) and disciplined opportunity managementComfortable engaging with executive buyers and technical stakeholders, translating technical capabilities into clear business outcomesExperience co-selling with partners, cloud providers, and system integrators is highly valuedHighly organized, self-directed, and accountable, with strong time management and forecasting disciplineThrives in a fast-paced, growth-stage environment, with a builder mindset and passion for customer successWillingness to travel up to 40–50%BenefitsGenerous Time Off Program - Flexibility to care for you and your familyWellness 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 InsuranceCareer Growth - Be valued, Create value approachFun Perks - An ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees.Some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.Company OverviewCouchbase is a NoSQL cloud platform providing scalable data solutions for applications. It was founded in 2009, and is headquartered in Santa Clara, California, USA, with a workforce of 501-1000 employees. Its website is http://www.couchbase.com.Company H1B SponsorshipCouchbase has a track record of offering H1B sponsorships, with 14 in 2025, 16 in 2024, 16 in 2023, 6 in 2022, 12 in 2021, 17 in 2020. Please note that this does not guarantee sponsorship for this specific role.