Senior Sales Director, Central Europe

The Regional Sales Director/Country Lead is tasked with the business results of a team of ESR’s and TSR's for a defined territory. The charter is closing new logo opportunities and cultivating relationships & growth within our existing customer base. You will hold a direct quota for new business, you will grow and cultivate present customers, and you will also mentor and develop more junior members in the team.

Key responsibilities:

• Own and execute Enterprise Account Strategy across the DACH region ensuring alignment with Couchbase’s go-to-market strategy and enterprise growth targets.
• Lead and coach a team Enterprise Sales Representatives, each responsible for the acquisition of new logos and growth within Couchbase’s existing customers.
• Manage a regional revenue responsibility, ensuring consistent overachievement through strategic planning, rigorous execution, and exceptional customer engagement.
• Collaborate cross-functionally with Pre-Sales Engineering, Customer Success, Product, Marketing, SDR teams, and Partner teams to support multi-threaded relationships.
• Guide the team through all the steps of detailed sales deals, from beginning to end. Show sales reps the right method to use for each deal, such as MEDDIC, and step in to help if necessary.
• Monitor and report on pipeline health, forecasting accuracy, and key performance metrics, while ensuring data integrity across Salesforce and sales tooling platforms.
• Act as executive sponsor on key strategic deals and relationships, helping reinforce Couchbase’s value proposition at the C-level and unlocking long-term account growth.
• Foster a culture of accountability, coaching, excellence, and collaboration, championing the development of your team’s skills and advancement opportunities.
• Stay up to date on the Couchbase platform, and guide your team in articulating business value in both Cloud (SaaS) and on-premise environments.

Preferred Qualifications:

• 10+ years of enterprise software sales experience, with at least 4 years in a first-line leadership role managing Enterprise Sales Representatives
• Proven track record leading teams that consistently exceed targets
• Experience selling cloud, SaaS, and database or infrastructure technology; previous success positioning business-critical software in competitive environments.
• Strong background in sales qualification methods (MEDDIC, Challenger, etc.), pipeline discipline, and deal inspection.
• Skilled in leading through influence, cross-functional collaboration, and executive communication—internally and externally.
• Versatility and experience co-selling with partners, cloud providers, and system integrators is highly valued.
• Ability to analyse data and trends to coach performance, identify opportunities, and evolve strategy.
• Comfortable thriving in a fast-paced, growth-stage environment, with a passion for building, mentoring, and scaling high-performance teams.