Jobs and Careers

Strategic Account Development Representative

United Statesfull_timeVerifiedPosted 22 Apr 2025

About the role

As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers developers and 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 unlocking innovation, accelerating AI transformation, and redefining customer experiences. Come join our mission.

Location: Austin, Texas

Position Overview:

We are seeking a highly motivated Strategic Account Development Representative (ADR) to support expansion within our largest strategic customer accounts. This role requires a proven track record of success in prospecting and engaging key stakeholders within complex, enterprise-level organizations. The ideal candidate has 3+ years of experience targeting large, strategic accounts and excels in building relationships that drive revenue growth. This position plays a crucial role in expanding Couchbase's footprint within existing accounts by identifying new business units, subsidiaries, and opportunities for cross-sell and upsell.

Key Responsibilities:

Account Expansion: Partner with the Sales and Customer Success teams to identify and engage expansion opportunities within Couchbase's largest strategic accounts.
Deep Account Research: Conduct thorough research on existing customers, identifying key stakeholders, business units, and potential use cases for Couchbase solutions.
Multi-Channel Outreach: Execute strategic, personalized outreach campaigns via phone, email, LinkedIn, and other platforms to engage high-level decision-makers.
Pipeline & Revenue Growth: Deliver high-quality, qualified meetings that convert into pipeline and drive revenue growth, working closely with Strategic Account Executives to transition opportunities effectively.
Consultative Selling: Engage with executives, technical leads, developers, and business decision-makers to understand their challenges and position Couchbase solutions effectively.
Metrics-Driven Success: Meet and exceed key performance indicators, including meetings booked, opportunities created, and revenue influenced within strategic accounts.
Sales Tool Proficiency: Maintain accurate records of all sales activities in Salesforce and leverage tools like Outreach, ZoomInfo, and LinkedIn Sales Navigator to enhance productivity.

Preferred Qualifications:

2+ years of successful SDR experience, specifically in enterprise sales development targeting large, strategic accounts.
Proven track record of exceeding quota and delivering qualified meetings that contribute to pipeline and revenue growth.
Experience working closely with Account Executives and Customer Success teams to drive expansion within existing accounts.
Strong research and analytical skills, with the ability to identify account expansion opportunities and craft compelling outreach strategies.
Excellent communication, negotiation, and interpersonal skills with a consultative sales approach.
Self-starter with a "hunter" mindset and a passion for driving revenue growth within enterprise organizations.
Proficiency in Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, and other sales engagement tools.
Bachelor's degree required; business, marketing, or technical degree is a plus.

Join us at Couchbase and be part of a team that is redefining enterprise database solutions while driving impactful expansion within our most strategic customer accounts.

Why Couchbase? Modern customer experiences need a flexible cloud database platform that can power applications spanning from cl