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Apply today! Strategic Account Executive – LATAM Territory Location: Remote (US-based with alignment to LATAM time zones) Travel: Up to 40–50% (Regional and International) Role Overview Couchbase is seeking a Strategic Account Executive to lead and expand our footprint within the Latin American market. This role is designed for a senior individual contributor who understands the unique nuances of the LATAM enterprise landscape—thriving in long, consultative sales cycles and building deep executive relationships across diverse cultures.

You will act as a trusted advisor to our largest, most complex customers in the region, partnering closely with internal teams to deliver business-critical solutions across cloud and on-prem environments.

Key Responsibilities

Regional Strategy: Own and execute a Strategic Account Plan for a defined set of named enterprise accounts across LATAM, aligned with Couchbase’s global strategy and regional growth objectives. Growth Retention: Drive new business, expansion, and retention within the region's largest financial institutions, telecommunications providers, and retail giants.

Requirements

inherent in LATAM business transactions. Executive Presence: Build and maintain strong C-level relationships , positioning Couchbase as a long-term strategic partner capable of supporting digital transformation at scale. Cross-Functional Leadership: Act as the "Quarterback" for regional resources, collaborating with Sales Engineering, Customer Success, and Marketing to deliver localized value.

Ecosystem Development: Develop pipeline by leveraging local Cloud Partnerships (AWS, Azure, GCP) and regional System Integrators (SIs) to penetrate new markets. Forecast Accuracy: Maintain disciplined pipeline management and forecasting within Salesforce, ensuring data integrity for the LATAM territory.

Preferred Qualifications

8–10+ years of enterprise software sales experience, with a specific focus on the LATAM market . Language Proficiency: Fluency in English and Spanish is required; proficiency in Portuguese is highly preferred. Market Expertise: Proven track record of navigating the procurement and security hurdles of Multilatinas and Global 2000 accounts within the region.

Tech Stack: Experience selling database, infrastructure, or SaaS technologies; familiarity with the shift from on-prem to cloud within the LATAM sector. Sales Methodology: Strong command of MEDDIC, Challenger , or equivalent methodologies. Cultural Competency: Exceptional ability to engage with both technical stakeholders and executive buyers, respecting regional business etiquette and relationship-based selling.

Strategic Account Representative - LATAM