15 days ago

Account Development Representative

Couchbase

Hybrid
Full Time
$64,000
Hybrid
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Job Overview

Job TitleAccount Development Representative
Job TypeFull Time
Offered Salary$64,000
LocationHybrid

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Job Description

Account Development Representative

Couchbase is seeking a high-performing Account Development Representative (ADR) focused on driving qualified pipeline within enterprise accounts. This role is crucial for 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.

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) and 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, 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

  • 2-4+ 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.

Base Pay Range: $52,000—$64,000 USD

Why Couchbase?

Couchbase offers a total rewards approach to benefits that recognizes the value you create. Some benefits include:

  • Generous Time Off Program
  • Wellness Benefits
  • Financial Planning
  • Career Growth
  • Fun Perks

Key skills/competency

  • Account Development
  • Enterprise Sales
  • Pipeline Generation
  • B2B Prospecting
  • Salesforce
  • Outreach
  • LinkedIn Sales Navigator
  • ZoomInfo
  • Account-Based Selling
  • Executive Engagement

Tags:

Account Development Representative
Sales Development
Enterprise Sales
B2B Sales
Pipeline Generation
SDR
ADR
SaaS Sales
Cloud Database
AI
Salesforce
Outreach
LinkedIn Sales Navigator
ZoomInfo
Account-Based Marketing
Fortune 1000
Upsell
Cross-sell
Cold Calling
Lead Generation

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How to Get Hired at Couchbase

  • Tailor your resume: Highlight your 2-4+ years of enterprise SDR/ADR experience and success in complex B2B environments. Quantify your achievements in pipeline generation and revenue contribution.
  • Showcase your skills: Emphasize your proficiency with Salesforce, Outreach, LinkedIn Sales Navigator, and ZoomInfo, and your understanding of account-based selling and multi-threading strategies.
  • Demonstrate executive engagement: Provide examples of successfully engaging with executive and senior technical stakeholders in Fortune 1000 accounts.
  • Apply strategically: Clearly articulate how your skills align with Couchbase's need for disciplined, account-based pipeline generation and enterprise growth.
  • Prepare for interviews: Be ready to discuss your experience in complex buying groups and your approach to driving measurable pipeline and revenue.

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