Job Description

As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers developers and enterprises to build and scale applications with unmatched flexibility, performance, and cost-efficiency—from cloud to edge. Trusted by over 30% of the Fortune 100, Couchbase is unlocking innovation, accelerating AI transformation, and redefining customer experiences. Come join our mission.


The Regional Sales Director/Country Lead is tasked with the business results of a team of ESR's and TSR's for a defined territory. The charter is closing new logo opportunities and cultivating relationships & growth within our existing customer base. You will hold a direct quota for new business, you will grow and cultivate present customers, and you will also mentor and develop more junior members in the team.

Key responsibilities:

Own and execute Enterprise Account Strategy

across the DACH region ensuring alignment with Couchbase's go-to-market strategy and enterprise growth targets.

Lead and coach a team Enterprise Sales Representatives

, each responsible for the acquisition of new logos and growth within Couchbase's existing customers.

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.

Guide the team through all the steps of detailed sales deals

, from beginning to end. Show sales reps the right method to use for each deal, such as MEDDIC, and step in to help if necessary.

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.

Preferred Qualifications:

10+ years of enterprise software sales experience, with at least 4 years in a first-line leadership role managing Enterprise Sales Representatives Proven track record leading teams that consistently exceed targets 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 analyse 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.

At Couchbase, we believe innovation thrives when diverse perspectives are at the table. We actively encourage applications from individuals of all backgrounds—including women, people of color, LGTBQIA+ professionals, veterans, and individuals with disabilities. If you see a role that excites you, but don't meet every qualification, we still encourage you to apply.



Studies show underrepresented talent is less likely to apply unless they meet all the criteria. We encourage you to apply if you're excited about the role and can bring strong contributions to our team.



If you require reasonable accommodations during the recruitment process, please let your recruiter know—we're happy to support you.



We value diverse educational and career backgrounds. If your experience aligns with the role's goals—even if it doesn't follow a traditional path—we'd love to hear from you.

Why Couchbase?

Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase's mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers– all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. See our recent awards to learn why Couchbase is a great place to work.We are honored to be a part of the Best Places to Work Award for the Bay Area and the UK. Couchbase offers a total rewards approach to benefits that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include:
Generous Time Off Program - Flexibility to care for you and your family Wellness 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 Insurance
Career Growth - Be valued, Create value approach Fun Perks - An ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees. And much more! Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.

Learn more about Couchbase:

News and Press Releases

Couchbase Capella

Couchbase Blog

Investors

Disclaimer:

Couchbase is committed to being an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans' status, or any other characteristic protected by law. Join an impact initiative group and experience the amazing feeling of Couchbase can-do culture.

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