Strategic Account Representative - LATAM

Key Responsibilities

• 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.
• Drive new business, expansion, and retention within the region's largest financial institutions, telecommunications providers, and retail giants.
• Manage multi-threaded sales cycles, navigating the specific legal, procurement, and fiscal requirements inherent in LATAM business transactions.
• Build and maintain strong C-level relationships, positioning Couchbase as a long-term strategic partner capable of supporting digital transformation at scale.
• Act as the "Quarterback" for regional resources, collaborating with Sales Engineering, Customer Success, and Marketing to deliver localized value.
• Develop pipeline by leveraging local Cloud Partnerships (AWS, Azure, GCP) and regional System Integrators (SIs) to penetrate new markets.
• 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.
• Fluency in English and Spanish is required; proficiency in Portuguese is highly preferred.
• Proven track record of navigating the procurement and security hurdles of Multilatinas and Global 2000 accounts within the region.
• Experience selling database, infrastructure, or SaaS technologies; familiarity with the shift from on-prem to cloud within the LATAM sector.
• Strong command of MEDDIC, Challenger, or equivalent methodologies.
• Exceptional ability to engage with both technical stakeholders and executive buyers, respecting regional business etiquette and relationship-based selling.
• Proven success co-selling with global cloud providers and local regional partners.
• Thrives in a growth-stage environment with a "builder" mindset and the ability to work across multiple time zones.
• Willingness to travel up to 40–50% across the region and to the US for headquarters alignment.

Pay

Base Pay Range: $150,000 - $165,000 USD