Sr Director, Global Commercial Strategy

Company: Tbwa Chiat/Day Inc
Location: Santa Clara
Posted on: April 14, 2025

Job Description:

As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers developers and enterprises to build and scale applications with unmatched flexibility, performance, and cost-efficiency-from cloud to edge. Trusted by over 30% of the Fortune 100, Couchbase is unlocking innovation, accelerating AI transformation, and redefining customer experiences. Come join our mission.Reporting to the SVP of Cloud Growth and Business Operations, you will be leading and overseeing all aspects of the Global Commercial Strategy Team (aka Deal Desk) including management of deals through the deal review process to ensure accuracy, business, operational and SLA compliance, as well as optimal deal structure and pricing. You are a 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 field team and will also partner closely with Sales Ops, Finance, Legal and IT.This role will also need to understand the financial outcomes of deals and linkage to the financial targets, KPI's and overall strategy of Couchbase.Strong negotiation experience and understanding will be critical to both manage our field teams as well as customers. Cross functional ability will be important as this role is at the intersection of numerous functions. Your ability to communicate to sales reps all the way up to our most senior executives will be an important skill required for this role. You must be an initiative-taking self-starter who thrives in a fast-paced environment. This position is based in Santa Clara.Responsibilities

• Provide expert guidance to Enterprise Field Sales in the areas of deal structuring, pricing, and contract management
• 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)
• Articulation of the financial outcome of deals and how this aligns with the company strategy
• Participate in deal reviews with Sales/Sales Leadership to help drive Account-Level strategy on pricing/deal structuring
• Managing, mentoring, and fostering a synergy within the team and thinking of creative ways to challenge and uplift the team
• Working with Sales, Field Operations, and Legal throughout the contract process and providing suggestions and assistance in order to ensure proper processing, including but not limited to contract red line review and negotiations
• Ability to help drive deal consistency inline with global practices
• Effectively resolving and championing questions arising between internal processes and customer needs
• Working on issues that impact selling success by providing insights to improve and enhance processes to drive a smoother, easier, and frictionless experienceQualifications
  • 10+ years of experience working in Enterprise software / SaaS industry (Deal Desk, Finance, Sales Operations experience preferred)
  • Prior team lead or management experience
  • Experience in complex deal structuring, including large Enterprise License Agreements involving both subscription and consumption terms
  • Ability to negotiate with all levels within our customers organization
  • Strong communication skills both internally and externally
  • Experience reviewing customer contracts and drafting contract language
  • Bachelor's Degree and financial acumenThe anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, equity, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location.Base Pay Range$240,000 - $282,000 USDWhy Couchbase?Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase's mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers- all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. Couchbase offers a total rewards approach to benefits that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include:
    • 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 - RSU equity program*, ESPP program*, Retirement program* and Business Travel Insurance
    • Fun Perks - An ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees.
    • And much more!Couchbase is committed to being an equal opportunity employer.All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans' status, or any other characteristic protected by law.Apply for this job* indicates a required fieldFirst Name *Last Name *Email *PhoneResume/CV *LinkedIn ProfileWebsiteWhat's your preferred first name? *Are you willing to relocate to the US office in which this role is based? * Select...Are you legally authorized to work in the United States? * Select...Will you now or in the future require visa sponsorship for employment status (e.g., H-1B visa)? * Select...
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Keywords: Tbwa Chiat/Day Inc, Santa Clara , Sr Director, Global Commercial Strategy, Executive , Santa Clara, California