Strategic Account Manager Jobs in Santa Clara, CA

INTRODUCTION

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. Discover why Couchbase is trusted to help the world’s biggest players scale, move fast and stay resilient, no matter what’s next on their roadmap. Want to be part of our story? Apply today!

ROLE OVERVIEW

Couchbase is seeking a Strategic Account Executive to lead and expand our footprint within the Latin American market. This role is designed for a senior individual contributor who understands the unique nuances of the LATAM enterprise landscape—thriving in long, consultative sales cycles and building deep executive relationships across diverse cultures. You will act as a trusted advisor to our largest, most complex customers in the region, partnering closely with internal teams to deliver business-critical solutions across cloud and on-prem environments.

Key Responsibilities

• Regional Strategy: Own and execute a Strategic Account Plan for a defined set of named enterprise accounts across LATAM, aligned with Couchbase’s global strategy and regional growth objectives.
• Growth & Retention: Drive new business, expansion, and retention within the region's largest financial institutions, telecommunications providers, and retail giants.
• Complex Negotiations: Manage multi-threaded sales cycles, navigating the specific legal, procurement, and fiscal requirements inherent in LATAM business transactions.
• Executive Presence: Build and maintain strong C-level relationships, positioning Couchbase as a long-term strategic partner capable of supporting digital transformation at scale.
• Cross-Functional Leadership: Act as the "Quarterback" for regional resources, collaborating with Sales Engineering, Customer Success, and Marketing to deliver localized value.
• Ecosystem Development: Develop pipeline by leveraging local Cloud Partnerships (AWS, Azure, GCP) and regional System Integrators (SIs) to penetrate new markets.
• Forecast Accuracy: Maintain disciplined pipeline management and forecasting within Salesforce, ensuring data integrity for the LATAM territory.

BASIC QUALIFICATIONS

• 8–10+ years of enterprise software sales experience, with a specific focus on the LATAM market.
• Language Proficiency: Fluency in English and Spanish is required; proficiency in Portuguese is highly preferred.
• Market Expertise: Proven track record of navigating the procurement and security hurdles of Multilatinas and Global 2000 accounts within the region.
• Tech Stack: Experience selling database, infrastructure, or SaaS technologies; familiarity with the shift from on-prem to cloud within the LATAM sector.
• Sales Methodology: Strong command of MEDDIC, Challenger, or equivalent methodologies.
• Cultural Competency: Exceptional ability to engage with both technical stakeholders and executive buyers, respecting regional business etiquette and relationship-based selling.
• Partner Experience: Proven success co-selling with global cloud providers and local regional partners.
• Adaptability: Thrives in a growth-stage environment with a "builder" mindset and the ability to work across multiple time zones.
• Travel: Willingness to travel up to 40–50% across the region and to the US for headquarters alignment.

PREFERRED QUALIFICATIONS

The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, equity, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location.

• Base Pay Range: $150,000—$165,000 USD

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?

Benefits

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. 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.

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. By using this website and submitting your information, you acknowledge our Candidate Privacy Notice and understand your personal information may be processed in accordance with our Candidate Privacy Notice following guidelines in your country of application.

LOCATION

Remote (US-based with alignment to LATAM time zones)

Travel: Up to 40–50% (Regional and International)