The leader is responsible for the development and business results of some of Couchbase's most exciting accounts, leading sales in a target growth territory. The charter is closing new logo opportunities and cultivating relationships & growth major accounts within our existing high profile customer base.

This role is the principal lead for our most significant enterprise engagements in South Korea. You won't just manage accounts; you will shape the digital future of flagship organizations. You must be adept at articulating the value of complex NoSQL solutions to technical stakeholders while simultaneously securing multi-million dollar commitments from C-suite leaders by aligning our technology with their overarching business goals.

Responsibilities:

• Exceed ambitious quarterly and annual revenue targets, with a focus on closing six- and seven-figure deals ($250k–$1M+ ARR).
• Architect a rigorous, proactive territory plan to secure new logo opportunities and strategically grow existing high-profile accounts.
• Lead, quote, and negotiate highly complex, long sales cycle transactions (9–18 months), adeptly managing all critical customer stakeholders.
• Develop and cultivate executive-level relationships (C-suite) and technical leadership (CTOs/Developers) to align Couchbase's technology with their core business goals.
• Apply deep proficiency in structured sales methodologies (MEDDPICC preferred,), clearly defining "champion" and "economic buyer" for every deal in the pipeline.
• Act as the strategic "quarterback" for the account team, ensuring effective leverage of Solutions Architects, SDRs, and Executive Leadership.
• Maintain pristine Salesforce data to ensure reliable and accurate forecast information for upper management.

Professional Experience & Track Record:

• Tenure: 10+ years of progressive, quota-carrying experience in Enterprise Software Sales (SaaS/Infrastructure), with a minimum of 5 years specifically in Data, Cloud, or Complex Infrastructure, selling to Developers and CTOs.
• Win History: Proven, documented history of closing significant six- and seven-figure deals ($250k–$1M+ ARR).
• Strategic Growth: Demonstrated track record as a "Land & Expand" expert, strategically growing new logos into multi-million dollar partnerships.
• Complexity: Extensive experience navigating and successfully closing long sales cycles (9–18 months) involving complex, multi-stakeholder approval processes (Legal, Procurement, Security, and Technical teams).

Sales DNA & Methodology:

• Methodology Mastery: Deep proficiency and consistent application of a structured sales methodology (MEDDPICC preferred, Challenger, or Value-Based Selling), with the ability to articulate deal strategy around "champion" and "economic buyer" at any stage.
• Business Acumen: Demonstrated TCO/ROI Literacy, with the ability to build sophisticated business cases that prove the financial ROI of migrating from legacy relational databases (e.g., Oracle, SQL Server) to a modern NoSQL platform.

Technical & Domain Aptitude:

• Database Expertise: Data literate with a strong understanding of the distinction between Relational (SQL) and NoSQL, and capable of speaking intelligently about high availability, low latency, and cloud-native architecture.
• Ecosystem Awareness: Familiarity with the modern data stack, including AWS, Azure, GCP, Kubernetes, and Spark.
• Developer Empathy: Ability to "speak developer" to understand and articulate solutions for the pain points associated with scaling modern applications.
• Future-Ready: AI & GenAI Conversant; understanding the intersection of databases and AI, with specific familiarity with concepts like Vector Search, Retrieval-Augmented Generation (RAG), and the supporting infrastructure.

Behavioural Traits & Logistics:

• Curiosity: Possesses an intellectual curiosity and an obsession with understanding market differentiators (MongoDB, Cassandra, DynamoDB) to powerfully position Couchbase's competitive edge.
• Resilience: High energy, persistence, and the emotional intelligence to demonstrate resilience and grit, maintaining focus and stability through high-stakes negotiations and inevitable periods of strategic selling "No's."
• Executive Presence: Proven ability to handle ambiguity, drive towards clarity, and present with authority and presence to C-suite and executive buyers.
• Location: Must live in territory.
• Travel: Ability to travel approximately 25% to engage with prospects and customers and partners.