Sr Director, Sales (NEUR)

Couchbase, the operational data platform for AI, empowers businesses to succeed by bringing data to life in new ways. Major market-leading companies rely on Couchbase for mission critical operational, analytical, mobile and AI workloads. Built to replace legacy infrastructure and fragmented data services, Couchbase empowers enterprises with a unified platform architected for performance, flexibility and global scale.

As Regional Director for UK & Nordics, you will be the primary architect of Couchbase’s go-to-market strategy across one of our most critical theaters. You will manage a high-performance team to drive net-new logo acquisition and ARR expansion, with a specific focus on navigating the transition from legacy RDBMS environments to our Operational Data Platform for AI. You will be expected to operate as a "Player-Coach," leading from the front on key deals while mentoring the next generation of sales leaders.

Key Responsibilities

• Strategic Leadership: Develop and execute a regional plan that prioritizes the 4,000 global "A/B" ICP accounts, ensuring disciplined execution of the sales motion.
• Operational Excellence: Maintain rigorous pipeline hygiene in Salesforce/Pave; provide highly accurate forecasting; and drive standardized sales management practices (MEDDPICC).
• AI Acceleration: Lead the team in effectively positioning our AI value prop—specifically RAG, Vector Search, and Capella—to displace legacy competitors (Oracle/SQL Server).
• Talent Development: Identify, coach, and retain top-tier sales talent, fostering a culture of psychological safety, high-performance, and inclusion, as per the Couchbase Leadership Framework.
• Cross-Functional Collaboration: Serve as the "quarterback" for the account team, working seamlessly with Solutions Engineering (FE), Customer Success (CS), and Marketing to drive programmatic adoption.

Candidate "DNA" (The Requirements)

• Experience Profile: 10+ Years Individual Contributor (IC): Deep experience as a high-performing Enterprise/Strategic Account Executive. Must have lived the "hunter" life and have a history of closing complex, seven-figure multi-year deals. 5+ Years Sales Leadership: Proven success managing managers or senior teams. Must show evidence of developing talent and coaching through high-stakes sales cycles.
• Domain Expertise: RDBMS & Cloud: Deep technical fluency in databases (Relational to NoSQL transition). Must understand concepts like latency, high availability, and the modern cloud stack (Capella/K8s). AI-Native Background: Must understand the intersection of data and GenAI (RAG, Vector search).
• Regional Acumen: UK Focus: Demonstrated ability to lead high-complexity, large-scale enterprise software sales cycles involving multi-layered buying committees. Nordic Focus: Ability to thrive in a community-driven market; understanding that Nordic success is often "network-first" and relationship-intensive.

Core Competencies

• Multiply and Develop: A track record of promoting talent and successfully coaching teams to quota attainment.
• Drive Transformation: Ability to act as a change agent, helping the team pivot to our AI-focused sales motion without losing momentum on core revenue.
• Communicate with Purpose: Mastery of executive brevity; ability to cascade the "why" and "how" of our GTM transformation clearly.

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.

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.

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!

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.