[Hiring] Strategic Account Development Representative @Couchbase

Role Description

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.

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

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

Benefits

• Generous Time Off Program - Flexibility to care for you and your family
• Wellness Benefits - A variety of world-class medical plans to choose from, along with 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 - An ergonomic and comfortable in-office/WFH setup. Food & Snacks for in-office employees
• And much more!