At a Glance
- Tasks: Lead a high-performance sales team and drive innovative go-to-market strategies.
- Company: Join Couchbase, a leader in operational data platforms for AI.
- Benefits: Enjoy generous time off, wellness benefits, and a flexible work environment.
- Other info: Diverse and inclusive workplace with excellent career growth opportunities.
- Why this job: Be at the forefront of AI technology and transform enterprise sales.
- Qualifications: 10+ years in enterprise sales with proven leadership experience.
The predicted salary is between 100000 - 150000 £ per year.
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.
With Couchbase, organizations bring their data to life, launching game‑changing customer experiences, exploring the limitless potential of AI, and seamlessly extending applications from the cloud to the edge and beyond. Couchbase’s AI‑ready technology and enterprise partnership model eliminate complexity and reduce total cost of ownership, enabling teams to stay agile, innovative and secure. Couchbase believes data should never slow you down, but act as the foundation for your next breakthrough.
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. 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.
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
- 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.
Sr Director, Sales (NEUR) New United Kingdom employer: Couchbase
Couchbase is an exceptional employer that fosters a dynamic and inclusive work culture, empowering employees to thrive in their careers while driving innovation in the AI and data platform space. With a strong focus on employee growth, Couchbase offers generous benefits including flexible time off, wellness programs, and a supportive environment for professional development. Located in the UK, this role provides the unique opportunity to lead a high-performance team in a rapidly evolving market, making a significant impact on the future of operational data solutions.
StudySmarter Expert Advice🤫
We think this is how you could land Sr Director, Sales (NEUR) New United Kingdom
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sr Director, Sales (NEUR) New United Kingdom at Couchbase, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Couchbase. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sr Director, Sales (NEUR) New United Kingdom. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sr Director, Sales (NEUR) New United Kingdom
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Couchbase:When writing your cover letter, make sure to tailor your message specifically for Couchbase. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Couchbase
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Couchbase that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Couchbase that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Couchbase’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
