Senior Director of Sales (NEUR)

Join Couchbase as the Senior Director of Sales for the UK & Nordics. In this role, you will be responsible for developing and executing the go-to-market strategy, managing a high-performance team, and driving net-new logo acquisition and ARR expansion. You will also lead the team in effectively positioning our AI value proposition and serve as the "quarterback" for the account team. The ideal candidate will have over 10 years of experience as a high-performing Enterprise/Strategic Account Executive and 5+ years of sales leadership experience.

• Develop and execute a regional plan that prioritizes the 4,000 global "A/B" ICP accounts, ensuring disciplined execution of the sales motion.
• Lead 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.
• Identify, coach, and retain top-tier sales talent, fostering a culture of psychological safety, high-performance, and inclusion, as per the Couchbase Leadership Framework.
• 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
• 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)
• Nordic Focus: Ability to thrive in a community-driven market; understanding that Nordic success is often "network-first" and relationship-intensive
• UK Focus: Demonstrated ability to lead high-complexity, large-scale enterprise software sales cycles involving multi-layered buying committees
• Regional Acumen:
• Multiply and Develop: A track record of promoting talent and successfully coaching teams to quota attainment
• Communicate with Purpose: Mastery of executive brevity; ability to cascade the "why" and "how" of our GTM transformation clearly
• 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
• 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