Director, Global Commercial Strategy

Everyday we tackle new and exciting challenges to empower developers to build responsive and flexible cloud, mobile, and edge computing applications that scale effortlessly. Couchbase delivers unmatched versatility, performance, scalability and financial value across cloud, on premises, hybrid, distributed cloud and edge commuting deployments. The database market is one of the largest undisturbed markets for enterprise software. The main catalyst for this is the need for digital transformation. 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 CFO, you will be leading and overseeing all aspects of the Global Commercial Advisory team 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 response.  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.
In this role you will act as an escalation point for other team members on deal exceptions, more complex structuring issues, and deal desk matters. 
This role will also need to understand the financial outcomes of deals and linkage to the overall financial targets and KPI’s 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 our Santa Clara, CA office with expectations for the candidate to come into the office 3 or more days/week.  

Responsibilities

• 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)
• Ability to drive deal consistency throughout the company.
• Articulation of the financials outcome of deals and how this aligns with the company strategy
• Systems expertise to automate and simplify the deal flow and deal validation processes
• Provide expert guidance to Enterprise Field Sales in the areas of deal structuring, pricing, and contract management.
• 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, Finance and Legal throughout the contract process, providing suggestions and assistance to ensure proper processing, including but not limited to contract red line review and negotiations.
• 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

• Proven track record of leading and managing global teams.
• Experience in complex deal structuring, including large Enterprise License Agreements, specifically in subscription and consumption models
• 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
• Experience reviewing customer contracts and drafting contract language
• Bachelor’s Degree, preferably with financial acumen

The anticipated starting base pay range for this role is $188,000 - 215,000
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? 
Couchbase is named one of DTBA’s top 100 companies that matter in data. At Couchbase, we believe data is at the heart of the enterprise. We empower developers and architects to build, deploy, and run their most mission-critical applications. Couch