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Job Profile: Regional Director, UK & Nordics
Role OverviewAs Regional Director for UK & Nordics, you will be the primary architect of Couchbase’s go-to-market strategy across one of our most critical theaters. You will manage 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. You will be expected to operate as a "Player-Coach," leading from the front on key deals while mentoring the next generation of sales leaders.
Regional Split: 70% UK (Focus: High-volume Enterprise/Strategic) / 30% Nordics (Focus: Community-driven expansion/Relationship-based growth).
1. Key Responsibilities- Strategic Leadership: Develop and execute a regional plan that prioritizes the 4,000 global "A/B" ICP accounts, ensuring disciplined execution of the sales motion.
- Operational Excellence: Maintain rigorous pipeline hygiene in Salesforce/Pave; provide highly accurate forecasting; and drive standardized sales management practices (MEDDPICC).
- AI Acceleration: Lead the team in effectively positioning our AI value prop—specifically RAG, Vector Search, and Capella—to displace legacy competitors (Oracle/SQL Server).
- Talent Development: Identify, coach, and retain top-tier sales talent, fostering a culture of psychological safety, high-performance, and inclusion, as per the Couchbase Leadership Framework.
- Cross-Functional Collaboration: Serve as the "quarterback" for the account team, working seamlessly with Solutions Engineering (FE), Customer Success (CS), and Marketing to drive programmatic adoption.
- 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).
- UK Focus: Demonstrated ability to lead high-complexity, large-scale enterprise software sales cycles involving multi-layered buying committees.
- Nordic Focus: Ability to thrive in a community-driven market; understanding that Nordic success is often "network-first" and relationship-intensive.
- Multiply and Develop: A track record of promoting talent and successfully coaching teams to quota attainment.
- 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.
- Communicate with Purpose: Mastery of executive brevity; ability to cascade the "why" and "how" of our GTM transformation clearly.
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.
- 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!
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