Strategic Account Executive – LATAM Territory

Location: Remote (US-based with alignment to LATAM time zones)

Travel: Up to 40–50% (Regional and International)

Role Overview

Couchbase is seeking a Strategic Account Executive to lead and expand our footprint within the Latin American market. This role is designed for a senior individual contributor who understands the unique nuances of the LATAM enterprise landscape—thriving in long, consultative sales cycles and building deep executive relationships across diverse cultures. You will act as a trusted advisor to our largest, most complex customers in the region, partnering closely with internal teams to deliver business-critical solutions across cloud and on-prem environments.

Key Responsibilities

• Regional Strategy: Own and execute a Strategic Account Plan for a defined set of named enterprise accounts across LATAM, aligned with Couchbase’s global strategy and regional growth objectives.

• Growth & Retention: Drive new business, expansion, and retention within the region's largest financial institutions, telecommunications providers, and retail giants.

• Complex Negotiations: Manage multi-threaded sales cycles, navigating the specific legal, procurement, and fiscal requirements inherent in LATAM business transactions.

• Executive Presence: Build and maintain strong C-level relationships, positioning Couchbase as a long-term strategic partner capable of supporting digital transformation at scale.

• Cross-Functional Leadership: Act as the "Quarterback" for regional resources, collaborating with Sales Engineering, Customer Success, and Marketing to deliver localized value.

• Ecosystem Development: Develop pipeline by leveraging local Cloud Partnerships (AWS, Azure, GCP) and regional System Integrators (SIs) to penetrate new markets.

• Forecast Accuracy: Maintain disciplined pipeline management and forecasting within Salesforce, ensuring data integrity for the LATAM territory.

Preferred Qualifications

• 8–10+ years of enterprise software sales experience, with a specific focus on the LATAM market.

• Language Proficiency: Fluency in English and Spanish is required; proficiency in Portuguese is highly preferred.

• Market Expertise: Proven track record of navigating the procurement and security hurdles of Multilatinas and Global 2000 accounts within the region.

• Tech Stack: Experience selling database, infrastructure, or SaaS technologies; familiarity with the shift from on-prem to cloud within the LATAM sector.

• Sales Methodology: Strong command of MEDDIC, Challenger, or equivalent methodologies.

• Cultural Competency: Exceptional ability to engage with both technical stakeholders and executive buyers, respecting regional business etiquette and relationship-based selling.

• Partner Experience: Proven success co-selling with global cloud providers and local regional partners.

• Adaptability: Thrives in a growth-stage environment with a "builder" mindset and the ability to work across multiple time zones.

• Travel: Willingness to travel up to 40–50% across the region and to the US for headquarters alignment.

Senior Sales Rep (Enterprise Accounts)

Location: Varies, US remote
Travel: Up to 40–50%

Role Overview

Couchbase is seeking a Sr. Enterprise Account Executive to own and grow a portfolio of our largest, most complex enterprise customers. This role is designed for a senior individual contributor who thrives in long, consultative sales cycles, builds deep executive relationships, and consistently drives expansion within strategic accounts. You will act as a trusted advisor to customers while partnering closely with internal teams to deliver business-critical solutions across cloud and on-prem environments.

Key Responsibilities

• Own and execute a Strategic Account Plan for a defined set of named enterprise accounts, aligned to Couchbase’s 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 sales methodologies.
  
  
• Build and maintain strong C-level and senior stakeholder relationships, positioning Couchbase as a long-term strategic partner.
  
  
• Collaborate closely with Sales Engineering, Customer Success, Product, Marketing, SDRs, and Partner teams to deliver differentiated solutions and exceptional customer outcomes.
  
  
• Develop and execute pipeline creation and expansion strategies, leveraging customer ecosystems, events, cloud partnerships, digital channels, and developer communities.
  
  
• Accurately manage and forecast pipeline, ensuring strong data integrity across Salesforce and sales tooling platforms.
  
  
• Partner with leadership and act as a quarterback for internal resources, ensuring alignment across teams and successful execution against account objectives.
  
  
• Stay current on the Couchbase platform and competitive landscape, articulating clear business value across both cloud (SaaS) and on-premise deployments.
  
  
• Represent Couchbase with professionalism and credibility in high-stakes customer engagements, negotiations, and executive briefings.
  
  

Preferred Qualifications

• 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.
  
  
• Comfortable engaging with executive buyers and technical stakeholders, translating technical capabilities into clear business outcomes.
  
  
• Experience co-selling with partners, cloud providers, and system integrators is highly valued.
  
  
• Highly organized, self-directed, and accountable, with strong time management and forecasting discipline.
  
  
• Thrives in a fast-paced, growth-stage environment, with a builder mindset and passion for customer success.
  
  
• Willingness to travel up to 40–50%.