Strategic ADR

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! Strategic Account Development Representative - USLocation: RemoteAs 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 OverviewWe 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 alignmentThis 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 ResponsibilitiesStrategic Account ExpansionDrive expansion within top-tier enterprise accounts by identifying new stakeholders, business units, and use casesMulti-thread across technical and economic buying groups to uncover cross-sell and upsell opportunitiesAlign outreach to account plans, whitespace analysis, and expansion prioritiesStrategic ICP Account PenetrationProspect into a defined set of high-value, strategic ICP accounts using 1:1 and 1:few ABM motionsDevelop entry points across executive, technical, and business personasBuild account intelligence and POVs that resonate at the VP+ and C-levelAccount-Aligned ExecutionExecute highly structured, account-based workflows aligned to:Account owner strategyBuying group coverage and gapsRegional ABM and field marketing programsStrategic initiatives Executive & Technical EngagementEngage senior stakeholders including VP+, CIO, CTO, Architects, and Engineering leadersLead with insight-driven, consultative messaging tied to:AI readiness and productionizationData platform modernizationPerformance, scalability, and total cost of ownershipFacilitate high-value conversations that elevate Couchbase within the accountHigh-Quality Pipeline CreationGenerate high-conversion, high-value meetings that translate into qualified opportunities leading to revenuePartner closely with AEs to ensure strong handoff, progression, and multi-threaded engagementOperational ExcellenceMaintain rigorous Salesforce discipline, ensuring clean attribution and pipeline visibilityLeverage tools such as Outreach, LinkedIn Sales Navigator, and ZoomInfo for precise targetingContinuously inspect performance across:Meeting conversionOpportunity creationPipeline influence and revenue contributionPreferred Qualifications3-5+ years of SDR/ADR experience, with a strong focus on enterprise or strategic accountsProven success engaging Fortune 1000 and complex, multi-stakeholder organizationsDemonstrated ability to multi-thread and build relationships with executive and technical buyersExperience supporting account expansion motions (cross-sell, upsell, new business units)Strong understanding of account-based selling and ABM strategiesTrack record of generating high-quality pipeline tied to revenue outcomesProficiency in Salesforce and modern sales engagement platformsBachelor’s degree requiredWhy This Role MattersYou will directly impact:Expansion revenue within