Sales Director - India

Role Overview

The Sales Director (SD) for India leads a high-performing team of Account Executives, responsible for achieving revenue targets across complex accounts. The role is focused on coaching, enabling, and guiding the team to execute at the highest level through structured pipeline management, deal progression, and disciplined forecasting.

The SD acts as a strategic mentor, helping the team prioritize opportunities, remove obstacles, and apply creativity to close complex deals while ensuring operational rigor across forecasting, CRM hygiene, and account planning.

Key Responsibilities

Talent Development & Coaching

• Coach and develop Account Executives to strengthen skills in executive engagement, deal structuring, and strategic account management.
• Identify skill gaps and create targeted development plans for individuals and the team.
• Guide recruitment decisions to build a balanced, high-performing team capable of handling both Enterprise and Strategic accounts.
• Cultivates a high-performance culture by acting as a magnet for top-tier sales professionals and industry leaders 

Pipeline Generation & Opportunity Prioritization

• Help the team focus on high-value opportunities and prioritize efforts to maximize pipeline impact.
• Mentor reps in discovering new use cases, expanding accounts, and identifying strategic entry points.
• Challenge assumptions and provide creative guidance to overcome roadblocks in opportunity creation.

Deal Management & Execution Oversight

• Inspect top deals weekly, evaluate deal health, and guide next-step strategies.
• Coach the team on deal structuring, multi-stakeholder alignment, and executive engagement.
• Assist in removing obstacles and accelerating deal progression through collaborative problem-solving.

Forecasting & CRM Discipline

• Ensure the team maintains accurate, evidence-based forecasts.
• Enforce disciplined use of CRM tools and pipeline hygiene, providing feedback and corrective guidance.
• Use data-driven insights to coach the team on risk management, prioritization, and deal focus.

Executive Presence & Strategic Guidance

• Guide the team in engaging executives effectively and influencing decision-making at the highest level.
• Support reps in framing business value and positioning the organization as a strategic partner.
• Provide perspective on enterprise account strategy and long-term growth initiatives.

Define, execute, and adapt the specific go-to-market strategy for the India region, identifying key vertical targets and strategic partnerships critical for long-term growth and market penetration.Act as the primary interface between the India sales team and company  functions (e.g., Product, Finance, Global Sales Leadership) to ensure alignment on product roadmap, pricing strategies, and regional investment needs.

Analytical Leadership & Problem-Solving

• Use analytics to identify performance trends, pipeline gaps, and high-risk opportunities.
• Coach the team to apply structured approaches to complex deals and multi-threaded accounts.
• Encourage creative problem-solving to overcome obstacles and maximize revenue impact.

Preferred Qualifications

• 12+ years of enterprise sales leadership experience, with proven success coaching both Enterprise and Strategic Account teams.
• Track record of building high-performing teams and developing top talent.
• Experience in structured sales methodologies and managing complex, multi-million-dollar deals.
• Strong executive presence with the ability to guide teams in C-suite engagement.
• Demonstrated ability to prioritize initiatives, problem-solve creatively, and drive accountability across teams.

Core Competencies

Success Profile

Top-performing SDs:

• Coach and elevate a high-performing Enterprise and Strategic team to exceed revenue targets.
• Prioritize opportunities effectively, ensuring the team focuses on the highest-value deals.
• Inspect and guide deal progression, helping reps overcome roadblocks creatively.
• Enforce operational discipline across forecasting, pipeline management, and CRM hygiene.
• Serve as a strategic mentor, developing the team’s skills, confidence, and long-term growth potential.

Senior Enterprise Sales Representative.

At Couchbase, big things happen. Every day, we’re translating vision into reality by tackling new and exciting challenges head-on. This is a breakthrough stage in our company, where the enthusiasm of our employees and leadership team is infectious and growing. We have an amazing opportunity ahead, and you can be at the forefront, working with the smartest and most passionate people in the industry.

As a Senior Enterprise Sales Representative, you will be selling our award-winning NoSQL database products and services. You will be part of a high-achieving sales team that has established Couchbase as a dominant player in the local database market, and your role will be three-fold: You’ll hold a direct quota for new business, you will grow and cultivate present customers, and you will also mentor more junior members in the team. As we continue to grow,

Key responsibilities

• Develop and execute your Enterprise Sales Franchise Plan
• Create and deliver pipeline generation programs and activities in your territory that leverage buying and developer ecosystems, including events, digital, cloud partner, and our developer relations teams.
• Close business to meet or exceed quarterly and annual objectives
• Acquire net new logos
• Uncover opportunities at existing accounts and establish new accounts to develop a sales pipeline
• Lead presentations on the company and product line to potential customers
• Work closely and coordinate with an extended team of pre-sales, professional services,​ marketing, SDRs, and legal business partners.
• Oversee all aspects of the sales process in their territory, pipeline generation, deal qualification, relationship management, closing and contract execution, post sales customer satisfaction.
• Maintain a detailed understanding of the Couchbase platform and demonstrate effective communication of our use cases to prospects and customers in both Cloud SaaS and on-premise environments.
• Demonstrate ability and passion for customer satisfaction and new customer acquisition to grow their franchise and contribute to the growth of the Enterprise business in​ Couchbase.
• Provide reliable forecast information to upper management

Requirements

• BA/BS or equivalent work experience
• Experience with MEDDIC sales methodology
• 8+ years of direct experience selling Enterprise B2B solutions
• Proficiency in selling cloud solutions through a consumption-based business model,
• Exp of ISV/Partner experience
• Excellent organisational and multitasking skills
• Previous experience working for a fast-paced, start-up/scale-up US organisation would be advantageous.
• Highly driven and self-motivated, with a natural talent for relationship building

At Couchbase, big things happen. Every day, we’re translating vision into reality by tackling new and exciting challenges head-on. This is a breakthrough stage in our company, where the enthusiasm of our employees and leadership team is infectious and growing.  You’ll have the opportunity to learn new skills, grow your career, and work with the smartest, most passionate people in the industry.

As a Senior Enterprise Sales Representative, you will be selling our award winning NoSQL database to the Global 2000 directly. You will be part of an over-achieving sales team that has established Couchbase as a dominant player in the database world.

You’ll be driving strategic enterprise opportunities in Japan and selling the value of our product and services offering.

Responsibilities:

• Close business to meet or exceed quarterly, and annual bookings objectives
• Acquire net new logos
• Uncover opportunity at existing accounts and establish new accounts to develop sales pipeline
• Maintain pipeline in SFDC, tracking interactions with prospects and customers
• Lead presentation of the company and product line to potential customers
• Build strong and effective relationships, resulting in growth opportunities
• Manage opportunities and forecast
• Sell a complete solution of software, services and support to ensure customer success
• Work with cross-functional teams to conduct webinars, attend trade shows and industry related events

Preferred Qualifications:

• At least 8+ years of experience selling enterprise technology in a fast-paced and extremely competitive market, with a proven track record of meeting or exceeding sales quotas.
• Previous experience in selling professional services.
• Technical sales experience in database technology is a strong advantage.
• Versatile in selling through partner ecosystem within each country in the Southeast Asia region.
• Completion of MEDDIC or equivalent sales methodology training.
• Exceptional relationship-building skills with the ability to effectively communicate the value of the Couchbase platform to both customers and prospects.
• Experience in SaaS sales or a solid understanding of hyperscalers and as-a-service offerings.
• Strong organizational and multitasking skills.
• Outstanding written and verbal communication skills.
• Proven ability to thrive in a fast-paced environment and work effectively within a team.
• Self-motivated, independent, and high-performing individual with a quick learning ability.
• Previous experience in selling databases or to developers is a plus.
• Bilingual: Proficiency in Japanese and ability to communicate in English.