Enterprise Sales Representative (West PNW)

📋 Description

• • Own the full sales cycle for Couchbase’s NoSQL database platform across the West & Pacific Northwest territory, from first discovery call to signed contract and successful expansion.
• • Build and manage a robust pipeline of enterprise accounts (Fortune 1000, high-growth tech companies, and public-sector agencies) that need distributed, high-performance data infrastructure at petabyte scale.
• • Run consultative, value-based sales motions that map Couchbase’s capabilities—multi-model data, memory-first architecture, mobile/edge sync, and Kubernetes-native deployment—to each prospect’s strategic initiatives such as real-time analytics, customer-360, IoT, or legacy modernization.
• • Quarterback cross-functional teams of Solutions Engineers, Customer Success, Product, and Executive leadership to craft tailored business cases, ROI models, and technical roadmaps that secure seven-figure annual recurring revenue (ARR) deals.
• • Develop and execute account plans that identify whitespace, executive sponsors, procurement timelines, and competitive threats; update Salesforce daily to maintain 3× pipeline coverage and accurate forecasting.
• • Deliver compelling product demonstrations, architecture workshops, and executive briefings both virtually and onsite from Seattle to San Diego, translating complex distributed-systems concepts into clear business outcomes.
• • Negotiate complex enterprise license agreements, subscription renewals, and multi-year expansion contracts while partnering with Legal and Finance to optimize TCO for the customer and maximize Couchbase’s long-term value.
• • Champion customer success post-sale by ensuring smooth handoff to Professional Services and Customer Success Managers, then driving adoption, expansion, and renewal motions that turn single-cluster pilots into multi-region, multi-team deployments.
• • Represent Couchbase at regional tech meetups, industry conferences, and partner events (AWS re:Invent, Microsoft Ignite, Google Cloud Next, KubeCon) to build thought-leadership and generate net-new pipeline.
• • Provide market feedback to Product Management on emerging requirements (GraphQL APIs, vector search, serverless pricing) and relay competitive intelligence to Marketing to sharpen messaging and battle cards.
• • Exceed quarterly and annual ARR targets—typically $1.5–$2 M new ARR per year—while maintaining high forecast accuracy and customer NPS above 60.
• • Travel up to 40 % across the West Coast and Pacific Northwest to foster executive relationships, run onsite workshops, and close strategic deals.
• • Leverage MEDDPICC and Command-of-the-Message methodologies to qualify deals rigorously, shorten sales cycles, and elevate conversations from procurement to board-level priorities.
• • Collaborate with Channel and Alliances teams to co-sell with AWS, Microsoft Azure, Google Cloud, and key GSIs such as Accenture, Deloitte, and Slalom, creating joint value propositions and co-marketing campaigns.
• • Continuously refine territory strategy using data from Salesforce, Tableau dashboards, and market-intel tools (ZoomInfo, HG Insights) to prioritize accounts with highest propensity to buy and fastest time-to-value.
• • Mentor junior reps and share best-practice playbooks that scale repeatable success across the broader Enterprise Sales organization.