Every day we tackle new and exciting challenges to empower developers to build modern cloud, mobile, and edge applications that deliver a premium user experience. Couchbase delivers unmatched performance, scalability, flexibility and financial value across cloud, on premises, hybrid, mobile and edge deployments. The database market is undergoing a generational shift and is one of the largest market opportunities in enterprise software due to big trends like the need for digital transformation, acceleration to the cloud and innovation at the edge. Join Couchbase to be a part of a greater change. Here you’ll have the opportunity to learn and grow with some of the most innovative, passionate and humble individuals in the database industry.

Reporting to the Chief Financial Officer, you will be leading and overseeing all aspects of the Global Commercial Strategy Team (aka Deal Desk) including management of deals through the deal review process to ensure accuracy, business, operational and SLA compliance, as well as optimal deal structure and pricing.  You are a subject matter expert in enterprise infrastructure software deals, including both subscription and consumption models.  You will be a key strategic business partner to the entire field team and will also partner closely with Sales Ops, Finance, Legal and IT.

This role will also need to understand the financial outcomes of deals and linkage to the financial targets, KPI’s and overall strategy of Couchbase. 

Strong negotiation experience and understanding will be critical to both manage our field teams as well as customers. Cross functional ability will be important as this role is at the intersection of numerous functions.  Your ability to communicate to sales reps all the way up to our most senior executives will be an important skill required for this role. You must be an initiative-taking self-starter who thrives in a fast-paced environment. This position is based in Santa Clara.  

Responsibilities

Provide expert guidance to Enterprise Field Sales in the areas of deal structuring, pricing, and contract management Deep understanding of cloud-based software & services delivery (i.e., Software-as-a-Service and Platform-as-a-Service SaaS) including pricing, consumption models, and the impact of usage patterns on total cost of ownership (TCO) Articulation of the financial outcome of deals and how this aligns with the company strategy Participate in deal reviews with Sales/Sales Leadership to help drive Account-Level strategy on pricing/deal structuring Managing, mentoring, and fostering a synergy within the team and thinking of creative ways to challenge and uplift the team Working with Sales, Field Operations, and Legal throughout the contract process and providing suggestions and assistance in order to ensure proper processing, including but not limited to contract red line review and negotiations Ability to help drive deal consistency inline with global practices Effectively resolving and championing questions arising between internal processes and customer needs Working on issues that impact selling success by providing insights to improve and enhance processes to drive a smoother, easier, and frictionless experience

Qualifications

10+ years of experience working in Enterprise software / SaaS industry (Deal Desk, Finance, Sales Operations experience preferred) Extensive experience with Salesforce.com and CPQ a must Prior team lead or management experience Experience in complex deal structuring, including large Enterprise License Agreements involving both subscription and consumption terms Ability to negotiate with all levels within our customers organization Strong communication skills both internally and externally Experience reviewing customer contracts and drafting contract language Bachelor’s Degree and financial acumen

 

The anticipated starting base pay range for this role is $240,000 - $282,000 per year. Base salary is not the only component of our competitive total rewards package - you will also be eligible for bonus, 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.

 

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. See our recent awards to learn why Couchbase is a great place to work.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 - RSU equity program*, ESPP program*, 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.   Learn more about Couchbase:
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