Strategic Account Development Representative - US

Location: Remote

As industries race to operationalize AI, traditional database solutions are failing to meet the demands for flexibility, performance, and cost efficiency. Couchbase is leading as The Operational Data Platform for AI, unifying transactional, analytical, mobile, and AI workloads into a single, fully managed platform.

Trusted by over 30% of the Fortune 100, Couchbase enables enterprises to build and scale modern applications from cloud to edge with unmatched performance and agility.

Join us as we deepen our footprint within our most strategic accounts and expand across priority enterprise ICP targets.

Position Overview

We are seeking a Strategic Account Development Representative to drive high-impact pipeline within Couchbase’s most strategic enterprise accounts.

This is a senior, account-based role focused on:

• Expanding existing strategic customers (multi-threading, new business units, workload expansion)
• Penetrating net-new strategic ICP accounts with precision and executive alignment

This role requires deep account intelligence and tight alignment to Account Executive strategy to unlock complex, high-value opportunities.

The role will operate as an extension of the account team, partnering closely with Enterprise AEs, Customer Success, Field Marketing, and Partners to drive coordinated engagement across large, multi-stakeholder organizations.

Key Responsibilities

Strategic Account Expansion

• Drive expansion within top-tier enterprise accounts by identifying new stakeholders, business units, and use cases
• Multi-thread across technical and economic buying groups to uncover cross-sell and upsell opportunities
• Align outreach to account plans, whitespace analysis, and expansion priorities

Strategic ICP Account Penetration

• Prospect into a defined set of high-value, strategic ICP accounts using 1:1 and 1:few ABM motions
• Develop entry points across executive, technical, and business personas
• Build account intelligence and POVs that resonate at the VP+ and C-level

Account-Aligned Execution

• Execute highly structured, account-based workflows aligned to:
• Account owner strategy
• Buying group coverage and gaps
• Regional ABM and field marketing programs
• Strategic initiatives 

Executive & Technical Engagement

• Engage senior stakeholders including VP+, CIO, CTO, Architects, and Engineering leaders
• Lead with insight-driven, consultative messaging tied to:
• AI readiness and productionization
• Data platform modernization
• Performance, scalability, and total cost of ownership
• Facilitate high-value conversations that elevate Couchbase within the account

High-Quality Pipeline Creation

• Generate high-conversion, high-value meetings that translate into qualified opportunities leading to revenue
• Partner closely with AEs to ensure strong handoff, progression, and multi-threaded engagement

Operational Excellence

• Maintain rigorous Salesforce discipline, ensuring clean attribution and pipeline visibility
• Leverage tools such as Outreach, LinkedIn Sales Navigator, and ZoomInfo for precise targeting
• Continuously inspect performance across:
• Meeting conversion
• Opportunity creation
• Pipeline influence and revenue contribution

Preferred Qualifications

• 3-5+ years of SDR/ADR experience, with a strong focus on enterprise or strategic accounts
• Proven success engaging Fortune 1000 and complex, multi-stakeholder organizations
• Demonstrated ability to multi-thread and build relationships with executive and technical buyers
• Experience supporting account expansion motions (cross-sell, upsell, new business units)
• Strong understanding of account-based selling and ABM strategies
• Track record of generating high-quality pipeline tied to revenue outcomes
• Proficiency in Salesforce and modern sales engagement platforms
• Bachelor’s degree required

Why This Role Matters

You will directly impact:

• Expansion revenue within top enterprise customers
• Pipeline creation for high-ACV, strategic deals
• Executive engagement across critical buying groups

If you thrive in complex, high-stakes environments, and care about impact and precision this is the role for you.

Account Development Representative - (US)

Location: Remote

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.

oin 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.