United States onlyCouchbase, 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.
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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.
At Couchbase, we believe innovation thrives when diverse perspectives are at the table. We actively encourage applications from individuals of all backgrounds—including women, people of color, LGTBQIA+ professionals, veterans, and individuals with disabilities. If you see a role that excites you, but don’t meet every qualification, we still encourage you to apply.
Studies show underrepresented talent is less likely to apply unless they meet all the criteria. We encourage you to apply if you’re excited about the role and can bring strong contributions to our team.
If you require reasonable accommodations during the recruitment process, please let your recruiter know—we’re happy to support you.
We value diverse educational and career backgrounds. If your experience aligns with the role’s goals—even if it doesn’t follow a traditional path—we’d love to hear from you.
Why Couchbase?
- 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!
