As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading as The Operational Data Platform for AI. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers 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 redefining what modern enterprise data platforms can deliver.

Join us as we expand our presence across high-value enterprise accounts and priority ICP targets.

Position Overview

We are seeking a high-performing Account Development Representative (ADR) focused on driving qualified pipeline within enterprise accounts, across both:

• Strategic account expansion (cross-sell, upsell, new business units, multi-workload growth)
• ICP-aligned new enterprise logo acquisition

This is a precision-driven, account-based role requiring deep research, executive engagement, and disciplined alignment to account owner strategy.

The ADR will partner closely with Account Executives, Customer Success, and Field Marketing to generate qualified meetings that convert into qualified pipeline and accelerate revenue within complex, multi-stakeholder environments.

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
• 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

• 2-4+ 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.

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.

If you are competitive, accountable, and thrive in complex enterprise environments where precision and quality matter more than volume, we’d love to connect.