Senior Director, Commercial Strategy

Couchbase is an operational data platform for AI that empowers businesses to succeed by bringing data to life. The Senior Director of Commercial Strategy will lead and oversee the execution of the Global Commercial Strategy organization, ensuring deal governance, pricing response, and alignment with Couchbase's financial targets.

Responsibilities:

• Define and implement global deal strategy, governance, and practices to ensure consistency and maximize revenue and margin
• 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)
• 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, commercial offerings, and deal structuring methodologies, providing executive-level guidance to all regional teams
• 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, Field Operations, Finance, and Legal throughout the global contract process, providing strategic assistance to ensure proper processing, including contract red line review and negotiations
• 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, easier, and frictionless global selling experience