Strategic Account Representative

Couchbase
United States
Workplace: RemoteFull timeUSD 125,000 - 150,000 annuallyFunction: Solutions Engineering & Sales EngineeringExperience: 6-10 yearsSkills: ["Communication","Negotiation","Relationship management","Problem-solving","Time management"]

Senior enterprise sales specialist responsible for owning and growing a portfolio of large, complex accounts through long, consultative sales cycles. You’ll develop executive relationships, drive new business and expansion, manage multi-threaded deals, forecast pipelines, and coordinate with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partners to deliver differentiated, business-focused solutions across cloud and on-prem environments.

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FursaFursa
Couchbase
Couchbase
4 months ago

Strategic Account Representative

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Last checked: 19 hours agoStatus: Live

Job Summary

Senior enterprise sales specialist responsible for owning and growing a portfolio of large, complex accounts through long, consultative sales cycles. You’ll develop executive relationships, drive new business and expansion, manage multi-threaded deals, forecast pipelines, and coordinate with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partners to deliver differentiated, business-focused solutions across cloud and on-prem environments.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Solutions Engineering & Sales Engineering

Key Responsibilities

  • •Own and execute a Strategic Account Plan for a defined set of named enterprise accounts, aligned to 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 methodologies.
  • •Build and maintain strong C-level and senior stakeholder relationships, positioning Couchbase as a long-term strategic partner.
  • •Collaborate with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams to deliver differentiated solutions and outcomes.
Travel: High travel

Pay and Benefits

Salary: USD 125,000 - 150,000 annually
Perks:RetirementMedical Plans

Key Requirements

  • •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.
Experience:6-10 yearsEnterprise software salesSaaSCloudOn-premises
Skills:CommunicationNegotiationRelationship managementProblem-solvingTime management
Languages:English
Tech Stack:SalesforceMEDDICChallengerSaaSCloudOn-premise

Company Brief

Couchbase
Develops a distributed NoSQL database platform that enables enterprises to build, deploy, and manage modern applications with high performance, scalability, and flexible data models across cloud and on-premises environments.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 100M to 250M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Santa Clara, United States
Founded: 2011
WebsiteLinkedIn