Couchbase is a leading developer data platform for critical applications in the AI world. They are seeking a high-performing Account Development Representative (ADR) to drive qualified pipeline within enterprise accounts through strategic account expansion and new enterprise logo acquisition.
Responsibilities:
- 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
- Prospect into high-priority ICP enterprise accounts using account-based engagement strategies
- Develop executive and technical entry points across complex buying groups
- Execute structured, account-prioritized daily workflows aligned to:
- Account owner strategy
- Buying group priorities
- Enterprise ICP segmentation
- ABM and field program motions
- 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
- Deliver high-quality meetings that convert into qualified opportunities and measurable pipeline
- Partner with AEs to ensure clean handoff and strong opportunity progression
- 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
Requirements:
- 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