Account Development Representative, Couchbase
$52-64k
Operational data platform for AI
Be an early applicant
Operational data platform for AI
501-1000 employees
Be an early applicant
$52-64k
501-1000 employees
Company mission
To simplify how organizations develop, deploy, and run modern applications wherever they are.
Role
Who you are
- 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
- If you are competitive, accountable, and thrive in complex enterprise environments where precision and quality matter more than volume, we’d love to connect
Desirable
- 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
What the job involves
- 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
- 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
- Prospect into high-priority ICP enterprise accounts using account-based engagement strategies
- Develop executive and technical entry points across complex buying groups
- Execute structured, account-prioritized daily workflows aligned to:
- Account owner strategy
- Buying group priorities
- Enterprise ICP segmentation
- ABM and field program motions
- 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
- Deliver high-quality meetings that convert into qualified opportunities and measurable pipeline
- Partner with AEs to ensure clean handoff and strong opportunity progression
- 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
- 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
Our take
Critical functions for digital businesses such as computing and storage have become cheaper by orders of magnitude with the advent of cloud computing. However, these businesses still face the challenge of architecting their services under this paradigm. Couchbase’s NoSQL database is designed to help organizations build scalable, distributed systems that take advantage of cloud-native infrastructure.
The company's major bets on Kubernetes, mobile and NoSQL have paid off too. With many large enterprises now treating Couchbase as mission-critical infrastructure, a trajectory that culminated because of ts 2021 IPO. While it operates in a highly competitive database market, the company has continued to grow post-IPO and is now positioning itself around the next shift in enterprise architecture: AI-native applications.
The recent launch of Couchbase AI Services reflects an effort to unify operational data, vector search and model hosting within a single platform, reducing the complexity that often prevents generative AI and agent-based systems from moving beyond proof-of-concept. By embedding governance, validation and security controls directly into the data layer, Couchbase is aiming to make its database a core foundation for production AI workloads.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2020
$105m
SERIES G
Mar 2016
$30m
SERIES F
Total funding: $251m
Company HQ
Cypress, San Jose, CA
Leadership
BJ Schaknowski
(CEO)Prior to joining Couchbase in 2025, BJ was the CEO of symplr. He also served as the Chief Sales & Marketing Officer at Vertafore and as an SVP of Marketing, Sales & Services at LexisNexis Software Solutions.
Veronica Curran
(CPO)Veronica Previously founded Magnolia People Solutions where she served as a Managing Partner for nearly 2 years. Prior to that, she was the Chief People and culture Officer at SmartBear and the CPO at Alumni Ventures Group.
Gopi Duddi
(CTO)Gopi joined Couchbase in 2022 as an SVP of Engineering, moving into the role of CTO in 2025. Prior to this, he spent 10 years at Amazon AWS, joining in 2012 as a Senior Manager of Database Services before moving into the role of GM. He also spent 7 years at IBM In various Managerial roles.
Josh Harbert
(CMO)Josh is also the co-founder and President of SustainableIT.org. Previously, he served as the CMO at Delphix and the VP of Marketing at Tanium and Qumulo.
Amir Jafari
(CFO)Amir is also the CFO/Head of Finance & Operations at Blend. Previously, he served as the CFO at Plastiq and Reputation.com.
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