Hybrid Regional Director, Strategic East na Couchbase inc

• Own and execute the Strategic Account Sales Franchise Plan across key East Coast territories, ensuring alignment with Couchbase’s go-to-market strategy and enterprise growth targets.

• Lead and coach a team of 6+ high-performing Strategic Account Executives, each responsible for driving growth and retention within Couchbase’s largest and most complex customer relationships.

• 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 and solution delivery across Fortune 1000 accounts.

• Drive complex deal cycles from pipeline creation through negotiation and close—guiding reps on opportunity strategy, leveraging MEDDIC or equivalent methodology, and engaging deeply where necessary.

• Develop and execute pipeline generation and expansion programs, leveraging customer ecosystems, events, digital channels, cloud partnerships, and developer communities.

• 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

• 8+ years of enterprise software sales experience, with at least 3 years in a first-line leadership role managing Strategic or Global Account Executives.

• Proven track record leading teams that consistently exceed targets in complex, high-value account environments.

• Deep experience selling into Fortune 1000 or strategic global accounts, with an ability to navigate complex procurement processes and multi-stakeholder environments.

• Experience selling cloud, SaaS, and database or infrastructure technology; previous success positioning business-critical software in competitive environments.

• Strong background in sales methodology (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 analyze 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.