Sales Development Representative

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