Job Description

Couchbase, 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.

Want to be part of our story? Apply today!

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.

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.

The anticipated starting base pay range for this role is listed below. Base salary is not the only component of our competitive total rewards package - you may also be eligible for bonus, commissions, equity, and other benefits as described below. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location.Base Pay Range $66,687—$72,142 USD

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?
Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase’s mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers– all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. See our recent awards to learn why Couchbase is a great place to work.We are honored to be a part of the Best Places to Work Award for the Bay Area and the UK Couchbase offers a total rewards approach to benefits that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include:

• 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!

*Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.
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Disclaimer:
Couchbase is committed to being an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Join an impact initiative group and experience the amazing feeling of Couchbase can-do culture.
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