Position Overview
We are seeking a high-performing Sales Development Representative (SDR) focused on driving qualified pipeline within enterprise accounts, across both strategic account expansion (cross‑sell, upsell, new business units, multi‑workload growth) and ICP‑aligned new enterprise logo acquisition.
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, and 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+ 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.
- Fluent in English & Spanish.
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.
Benefits
- Generous Time Off Program – Flexibility to care for you and your family.
- Wellness Benefits – World‑class medical plans, 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 – Ergonomic office / WFH setup. Food & snacks for in‑office employees.
- And much more!
- Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter.
Disclaimer
Couchbase is committed to being an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law.
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