Couchbase, Inc.
Enterprise software / SaaS
SeniorDirector,CommercialStrategy
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“Senior Director, Commercial Strategy at Couchbase, Inc.. Skills: Commercial Strategy, Deal Structuring, Pricing, Global Governance. Lead, define, and oversee the execution of all aspects of the Global Commercial Strategy organization. Set global policy and governance for deal review”
What You'll Achieve.
Ensure accuracy, business, operational, and SLA compliance; Drive optimal global deal structure and pricing response; Maximize revenue and margin; Ensure a smoother, easier, and frictionless global selling experience
Industry & Context.
Final escalation point for complex, high-value global deal exceptions and strategic structuring issues; Effectively resolve and champion complex questions arising between internal processes and global customer needs
What They're Looking For.
Must Have
12+ years of progressive experience working in Enterprise software / SaaS industry with a significant portion in a Deal Desk or Finance leadership role, Extensive experience with Salesforce and CPQ is a must, Experience leading the review of customer contracts and setting standards for contract language drafting
Nice to Have
Master’s Degree or MBA preferred, with deep financial acumen
What You'll Do.
and oversee the execution of all aspects of the Global Commercial Strategy organization
Set global policy and governance for deal review
Drive optimal global deal structure and pricing response
Define the financial governance for global deals and the linkage to the overall financial targets and KPI’s
Define and implement global deal strategy
and practices to ensure consistency and maximize revenue and margin
Lead the articulation of the financial outcome of deals and how this aligns with the company’s strategic goals at an executive level
Lead the development of global pricing models
and deal structuring methodologies
Direct Global deal reviews with Sales/Sales Leadership to drive high-value
Account-Level strategy on pricing/deal structuring
Lead and mentor a global team of IC’s and Managers
fostering a high-performance culture and ensuring succession planning
Act as the primary executive liaison working with Sales
and Legal throughout the global contract process
Effectively resolve and champion complex questions arising between internal processes and global customer needs
Define the strategy for improving and enhancing cross-functional processes to ensure a smoother
and frictionless global selling experience
How You'll Work.
Team & Collaboration
Key strategic business partner to the entire Global Field Organization and Executive Leadership team; Cross-functional leadership will be important as this role is at the intersection of numerous global functions; Act as the primary executive liaison working with Sales, Field Operations, Finance, and Legal throughout the global contract process; Provide executive-level guidance to all regional teams; Direct Global deal reviews with Sales/Sales Leadership; Lead and mentor a global team of IC’s and Managers
Communication Scope
Ability to communicate across all levels, from sales reps up to our Board of Directors
Full Job Description
Couchbase, the operational data platform for AI, empowers businesses to succeed by bringing data to life in new ways. Major market-leading companies rely on Couchbase for mission critical operational, analytical, mobile and AI workloads. Built to replace legacy infrastructure and fragmented data services, Couchbase empowers enterprises with a unified platform architected for performance, flexibility and global scale. With Couchbase, organizations bring their data to life, launching game‑changing customer experiences, exploring the limitless potential of AI, and seamlessly extending applications from the cloud to the edge and beyond. Couchbase’s AI‑ready technology and enterprise partnership model eliminate complexity and reduce total cost of ownership, enabling teams to stay agile, innovative and secure. Couchbase believes data should never slow you down, but act as the foundation for your next breakthrough. Discover why Couchbase is trusted to help the world’s biggest players scale, move fast and stay resilient, no matter what’s next on their roadmap. Visit couchbase.com and follow us on LinkedIn and X. Want to be part of our story? Apply today! Reporting to the Vice President of Revenue Operations, you will lead, define, and oversee the execution of all aspects of the Global Commercial Strategy organization. This includes setting global policy and governance for deal review, ensuring accuracy, business, operational, and SLA compliance, and driving optimal global deal structure and pricing response. You are a recognized thought leader and 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 Global Field Organization and Executive Leadership team. In this role, you will be the final escalation point for complex, high-value global deal exceptions and strategic structuring issues. This role will define the financial governance for global deals a
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