Couchbase
Commercial Strategy Advisor (Deal Desk/Pricing)
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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!
Location
London (Hybrid 1 or 2 days per week in our London WeWork office if/when needed)
About the Role
As a Commercial Strategic Advisor, you will serve as a strategic business partner to internal teams focused on management of deals through the deal review process to ensure accuracy, business, operational and SLA compliance, as well as optimal deal structure and pricing response. You will be a subject matter expert in enterprise infrastructure software deals, including both subscription and consumption models and commercial aspects related to the cloud database market providing pricing, quoting, competitive intelligence, and deal structuring advice to solve customer problems and support profitable growth. You will be a key strategic business partner to the entire field team. This role will also need to understand the financial outcomes of deals and the linkage to the overall financial targets and KPIs of Couchbase. Cross-functional ability will be important as this role is at the intersection of numerous functions. Your ability to communicate with 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 role reports to the Director, Commercial Strategy based in the UK.
Responsibilities
- 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).
- Ability to drive deal consistency throughout the company.
- Articulation of the financial outcome of deals and how this aligns with the company strategy.
- Provide expert guidance to Enterprise Field Sales in the areas of deal structuring, pricing, contract management, and quote creation based on customer requirements.
- Working with Legal throughout the contract process, providing suggestions and assistance to ensure proper processing, including but not limited to contract red line review and negotiations.
- Effectively resolving and championing questions arising between internal processes and customer needs.
- Create total cost of ownership (TCO) models to illustrate the quantitative and qualitative customer benefits of Couchbase’s DBaaS solutions.
- Model competitive price comparisons based on workload sizing and usage patterns.
- Create and develop relationships across the company to address internal & external questions and concerns
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Qualifications
- BA/BS in Business Administration, Finance, Statistics, Economics or equivalent.
- 4-6 years of experience working in Enterprise software / SaaS industry (Deal Desk or Pricing 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)
- Experience using Salesforce CPQ Lightning
- Self-starter with a strong sense of ownership and a demonstrated ability to work cross-functionally with a distributed team across multiple time zones in a remote capacity
- Ability to simply communicate complex ideas and issues to various stakeholders and seniority levels
At Couchbase, we believe innovation thrives when diverse perspectives are at the table. We actively encourage applications from individuals of all backgrounds—including women, people of color, LGBTQIA+ professionals, veterans, and individuals with disabilities. If you see a role that excites you, but don’t meet every qualification, we still encourage you to apply.
Studies show underrepresented talent is less likely to apply unless they meet all the criteria. We encourage you to apply if you’re excited about the role and can bring strong contributions to our team.
If you require reasonable accommodations during the recruitment process, please let your recruiter know—we’re happy to support you.
We value diverse educational and career backgrounds. If your experience aligns with the role’s goals—even if it doesn’t follow a traditional path—we’d love to hear from you.
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Why Couchbase?
Benefits
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. See our recent awards to learn why Couchbase is a great place to work. We are honored to be a part of the Best Places to Work Award for the Bay Area and the UK. 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 - Retirement program* and Business Travel Insurance
- Career Growth - Be valued, Create value approach
- Fun Perks - An ergonomic and comfortable in-office / WFH setup. Food & Snacks for in-office employees.
- And much more!
Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.
Learn More About Couchbase
Disclaimer
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. Join an impact initiative group and experience the amazing feeling of Couchbase can-do culture.
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