Sales Development Representative
Couchbase
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!
As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading as The Operational Data Platform for AI. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers 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 redefining what modern enterprise data platforms can deliver.
Join us as we expand our presence across high-value enterprise accounts and priority ICP targets.
Position Overview
We are seeking a high-performing Account Development Representative (ADR) focused on driving qualified pipeline within enterprise accounts, across both:
- Strategic account expansion (cross-sell, upsell, new business units, multi-workload growth)
- ICP-aligned new enterprise logo acquisition
This is a precision-driven, account-based role requiring deep research, executive engagement, and disciplined alignment to account owner strategy.
The ADR will partner closely with Account Executives, Customer Success, and Field Marketing to generate qualified meetings that convert into qualified pipeline and accelerate revenue within complex, multi-stakeholder environments.
Key Responsibilities
Enterprise Account Expansion
- Identify and engage new stakeholders, business units, subsidiaries, and workload opportunities within existing enterprise customers.
- Support cross-sell and upsell motions aligned to account growth strategy.
ICP New Enterprise Logo Acquisition
- Prospect into high-priority ICP enterprise accounts using account-based engagement strategies.
- Develop executive and technical entry points across complex buying groups.
Account-Aligned Execution
- Execute structured, account-prioritized daily workflows aligned to:
- Account owner strategy
- Buying group priorities
- Enterprise ICP segmentation
- ABM and field program motions
Executive & Technical Engagement
- Engage VP+ executives, architects, engineering leaders, and technical influencers with consultative, value based messaging.
- Position Couchbase in the context of AI readiness, modernization, scalability, performance, and total cost of ownership.
Qualified Pipeline Creation
- Deliver high-quality meetings that convert into qualified opportunities and measurable pipeline.
- Partner with AEs to ensure clean handoff and strong opportunity progression.
Operational Excellence
- Maintain rigorous Salesforce hygiene and activity tracking.
- Leverage tools such as Outreach, LinkedIn Sales Navigator, and ZoomInfo to drive precision targeting.
- Inspect performance metrics and optimize conversion from meeting to qualified opportunity to revenue attribution.
Preferred Qualifications
- 2-4+ years of enterprise SDR/ADR experience in complex B2B environments.
- Demonstrated success prospecting into Fortune 1000 or large enterprise accounts.
- Proven ability to engage executive and senior technical stakeholders.
- Experience supporting expansion motions within existing enterprise accounts.
- Strong understanding of account-based selling and multi-threading strategies.
- Metrics-driven with a clear track record of generating qualified pipeline leading to revenue.
- Proficiency in Salesforce and modern sales engagement platforms.
- Bachelor’s degree required.
Why This Role Matters
Enterprise growth at Couchbase depends on disciplined, account-based pipeline generation. This role is critical to expanding our customer accounts, landing new enterprise logos, and accelerating high-ACV opportunities.
If you are competitive, accountable, and thrive in complex enterprise environments where precision and quality matter more than volume, we’d love to connect.
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, LGTBQIA+ 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.
- 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!