Account Development Representative Amer & Latam jobs at Couchbase in United States, Austin

As a Sales Development Representative (SDR), you will add value to the North American sales team by partnering with Enterprise Sales Representatives to uncover new business leads, assist in pipeline growth and expansion of revenue streams. In uncovering sales opportunities, you’ll learn about the inner workings of the world's largest, most successful companies. You’ll help to bring value to them whether by reducing their total cost of ownership in database infrastructure or helping them through their digital transformation objectives. You need to be competitive, driven to win. Eager to learn about database architecture, SaaS, and technology in general. Your inquisitive nature and ability to research and make meaningful connections with potential customers will be put to the test. Many of our SDRs go on to other positions within the sales organization and throughout Couchbase.

Lead Generation

• Work with the sales team to develop and lead inbound and outbound campaigns from idea-generation through to qualified call to targeted prospect lists
• Update lead and prospect activity in Salesforce to ensure effective lead management
• Nurture early phase opportunities for future pipeline potential
• Follow up on sales inquiries from inbound emails, phone calls, events, and other sources
• Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity

Technology

• Develop strong knowledge of the Couchbase product offerings, competitors and the general database market
• Become an expert in technology sales platforms like Salesforce, Outreach.io, DiscoverOrg, and LinkedIn Sales Navigator
• Utilize Salesforce.com to maintain and update contacts and leads

PREFERRED QUALIFICATIONS:

• Passionate about cutting-edge technology with the aptitude to learn new and exciting IT software products, as well as, understand business-critical solutions quickly
• Thrive in a dynamic fast-paced, collaborative team environment
• Eager to learn new skills and wants to be coached
• Willing to be pushed outside their comfort zone
• Motivated by a generous commission plan
• Preferably a graduate from a 4-year college/university

MINIMUM QUALIFICATIONS:

• 1-2+ years of sales or customer service experience (which can include experience garnered while completing your degree)
• Enjoy interacting with people at all levels of an organization; The ideal SDR will revel in engaging executives and developers in intelligent conversations about their business needs and turning those conversations into meetings with Enterprise Sales Representatives
• Highly competitive, achievement-oriented, motivated, and driven to exceed goals
• Have high energy, enthusiasm, positive attitude, and a tenacity to succeed
• Excellent communication skills including both phone and written communication as well as active listening
• Phenomenal character with an incredible drive for success, high work ethic, curious by nature and obsessed with over-achieving goals
• Proven time management skills and ability to work independently

We’re building a world-class Sales and Account Development team and are looking for a strategic, hands-on leader to help drive that vision across the Americas. You’ll lead a high-performing team of SDRs and ADRs, partner cross-functionally with Sales, Marketing, and Sales Operations, and deliver scalable outbound and inbound programs that generate qualified pipeline and accelerate revenue. You bring experience in cloud infrastructure or data platforms, a strong outbound and inbound background, a positive attitude, and a winning mindset. You lead with accountability and bring a track record of driving process excellence in high-growth environments.

Revenue and GTM Strategy

• Serve as a key contributor to the pipeline generation strategy for the Americas
• Align with Sales and Marketing on outbound campaigns, inbound conversion, and territory planning
• Identify and close performance and process gaps across the development funnel
• Partner with Sales leadership to align on shared goals, feedback loops, and regional strategy

Team Leadership

• Hire, onboard, and develop high-performing SDRs and ADRs
• Build a culture of performance, accountability, and internal career growth
• Deliver ongoing coaching to elevate prospecting, discovery, qualification, and meeting conversion
• Coach the team to effectively engage with both technical and executive decision-makers

Outbound and Inbound Excellence

• Lead by example in outbound execution with calls, messaging, and live coaching
• Guide strategy for outbound prospecting and inbound lead conversion
• Develop messaging frameworks and sequences that resonate with technical and business audiences
• Champion rapid follow-up and conversion best practices for inbound leads

Process and Operational Excellence

• Ensure consistent execution across workflows, cadences, and handoffs
• Establish and enforce scalable process standards
• Use Salesforce, Outreach, 6sense, and Sales Navigator to drive insights and performance
• Track key performance metrics and maintain strong CRM hygiene

Horizontal / Cross-Functional Responsibilities

• Marketing Partnership : Co-develop GTM campaigns, nurture programs, and messaging themes for target segments and verticals. Provide SDR feedback to optimize content and campaign ROI.
• Sales Collaboration: Partner with Sales leaders on account prioritization, sales plays, pipeline coverage, and discovery handoffs.
• Sales Enablement: Partner with Enablement to build and iterate onboarding, continuous learning paths, and certification programs that reinforce key skills and messaging.
• Sales Operations: Collaborate on KPI frameworks, reporting cadences, process automation, and data integrity to optimize funnel efficiency.
• Product and PMM Alignment: Provide structured feedback from the frontlines to Product Marketing and Product teams on messaging resonance, market objections, and feature gaps.
• People Partner Engagement: Work with our people team to drive inclusive hiring, career development programs, and employee engagement across the GTM org.
• Executive Communication: Serve as a key voice in Americas pipeline reviews and contribute to executive-level reporting on funnel generation, performance trends, and GTM risk mitigation.

Required Experience

• 4+ years managing high-performing SDR or ADR teams
• 2+ years in a quota-carrying role (SDR, ADR, or AE) with strong outbound success
• Experience supporting both enterprise and commercial segments
• Proven ability to drive pipeline through outbound and inbound strategy, process improvement, and coaching
• Experience in enterprise infrastructure software, ideally in data, cloud, or AI
• Familiar with Salesforce, Outreach, Sales Navigator, and enrichment or intent tools

Bonus

• Experience in product-led growth environments
• Knowledge of NoSQL, SQL, DBaaS, and real-time analytics
• Background in AI infrastructure or developer tools

As a Sales Development Representative (SDR), you will add value to the North American sales team by partnering with Enterprise Sales Representatives to uncover new business leads, assist in pipeline growth and expansion of revenue streams. In uncovering sales opportunities, you’ll learn about the inner workings of the world's largest, most successful companies. You’ll help to bring value to them whether by reducing their total cost of ownership in database infrastructure or helping them through their digital transformation objectives. You need to be competitive, driven to win. Eager to learn about database architecture, SaaS, and technology in general. Your inquisitive nature and ability to research and make meaningful connections with potential customers will be put to the test. Many of our SDRs go on to other positions within the sales organization and throughout Couchbase.

Lead Generation

• Work with the sales team to develop and lead inbound and outbound campaigns from idea-generation through to qualified call to targeted prospect lists
• Update lead and prospect activity in Salesforce to ensure effective lead management
• Nurture early phase opportunities for future pipeline potential
• Follow up on sales inquiries from inbound emails, phone calls, events, and other sources
• Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity

Technology

• Develop strong knowledge of the Couchbase product offerings, competitors and the general database market
• Become an expert in technology sales platforms like Salesforce, Outreach.io, DiscoverOrg, and LinkedIn Sales Navigator
• Utilize Salesforce.com to maintain and update contacts and leads

PREFERRED QUALIFICATIONS:

• Passionate about cutting-edge technology with the aptitude to learn new and exciting IT software products, as well as, understand business-critical solutions quickly
• Thrive in a dynamic fast-paced, collaborative team environment
• Eager to learn new skills and wants to be coached
• Willing to be pushed outside their comfort zone
• Motivated by a generous commission plan
• Preferably a graduate from a 4-year college/university

MINIMUM QUALIFICATIONS:

• 1-2+ years of sales or customer service experience (which can include experience garnered while completing your degree)
• Enjoy interacting with people at all levels of an organization; The ideal SDR will revel in engaging executives and developers in intelligent conversations about their business needs and turning those conversations into meetings with Enterprise Sales Representatives
• Highly competitive, achievement-oriented, motivated, and driven to exceed goals
• Have high energy, enthusiasm, positive attitude, and a tenacity to succeed
• Excellent communication skills including both phone and written communication as well as active listening
• Phenomenal character with an incredible drive for success, high work ethic, curious by nature and obsessed with over-achieving goals
• Proven time management skills and ability to work independently

• Account Expansion: Partner with the Sales and Customer Success teams to identify and engage expansion opportunities within Couchbase's largest strategic accounts.
• Deep Account Research: Conduct thorough research on existing customers, identifying key stakeholders, business units, and potential use cases for Couchbase solutions.
• Multi-Channel Outreach: Execute strategic, personalized outreach campaigns via phone, email, LinkedIn, and other platforms to engage high-level decision-makers.
• Pipeline & Revenue Growth: Deliver high-quality, qualified meetings that convert into pipeline and drive revenue growth, working closely with Strategic Account Executives to transition opportunities effectively.
• Consultative Selling: Engage with executives, technical leads, developers, and business decision-makers to understand their challenges and position Couchbase solutions effectively.
• Metrics-Driven Success: Meet and exceed key performance indicators, including meetings booked, opportunities created, and revenue influenced within strategic accounts.
• Sales Tool Proficiency: Maintain accurate records of all sales activities in Salesforce and leverage tools like Outreach, ZoomInfo, and LinkedIn Sales Navigator to enhance productivity.

• 2+ years of successful SDR experience , specifically in enterprise sales development targeting large, strategic accounts.
• Proven track record of exceeding quota and delivering qualified meetings that contribute to pipeline and revenue growth.
• Experience working closely with Account Executives and Customer Success teams to drive expansion within existing accounts.
• Strong research and analytical skills, with the ability to identify account expansion opportunities and craft compelling outreach strategies.
• Excellent communication, negotiation, and interpersonal skills with a consultative sales approach.
• Self-starter with a "hunter" mindset and a passion for driving revenue growth within enterprise organizations.
• Proficiency in Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, and other sales engagement tools.
• Bachelor's degree required; business, marketing, or technical degree is a plus.

You will collaborate with Sales and Marketing to execute targeted engagement strategies, uncover pain points, and create opportunities that lead to revenue impact.

• Identify and engage key decision-makers to create new business opportunities.
• Own top-of-funnel pipeline growth by securing high-quality meetings that drive new customer acquisition and account expansion.
• Qualify and transition leads effectively to ensure pipeline conversion and revenue impact.

• Target net new accounts while also identifying growth opportunities within existing customers.
• Build and nurture relationships with executives, technical leaders, and business stakeholders.
• Support account expansion efforts to maximize Couchbase adoption.

• Maintain accurate lead and activity tracking in Salesforce.
• Collaborate with Sales and Marketing to refine messaging and improve prospect engagement.
• Analyze performance metrics and adjust strategies to improve conversion rates.
• Leverage Sales Tools Effectively

• 18+ months of outbound-focused SDR/BDR experience in technology sales.
• Track record of exceeding quotas and delivering meetings that result in pipeline, new customer acquisition, and revenue growth.
• Strong ability to engage decision-makers and drive business conversations.
• Highly self-motivated, resilient, and results-driven.
• Fluency in Spanish or Portuguese required for LATAM outreach.

• Bachelor’s degree preferred (business, marketing, or technical fields).
• Excellent written and verbal communication skills.
• Self-starter with strong time management and prioritization skills.

• Accelerate your sales career in a fast-growing tech company.
• Competitive base salary + commission structure.
• Make a real impact by driving new customer acquisition and business expansion.

As an Account Development Representative (ADR), you will add value to the North American sales team by partnering with Enterprise Sales Representatives to uncover new business leads, assist in pipeline growth and expansion of revenue streams. In uncovering sales opportunities, you’ll learn about the inner workings of the world's largest, most successful companies. You’ll help to bring value to them whether by reducing their total cost of ownership in database infrastructure or helping them through their digital transformation objectives. You need to be competitive, driven to win. Eager to learn about database architecture, SaaS, and technology in general. Your inquisitive nature and ability to research and make meaningful connections with potential customers will be put to the test. Many of our ADRs go on to other positions within the sales organization and throughout Couchbase.

Lead Generation

• Work with the sales team to develop and lead inbound and outbound campaigns from idea-generation through to qualified call to targeted prospect lists
• Update lead and prospect activity in Salesforce to ensure effective lead management
• Nurture early phase opportunities for future pipeline potential
• Follow up on sales inquiries from inbound emails, phone calls, events, and other sources
• Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity

Technology

• Develop strong knowledge of the Couchbase product offerings, competitors and the general database market
• Become an expert in technology sales platforms like Salesforce, Outreach.io, DiscoverOrg, and LinkedIn Sales Navigator
• Utilize Salesforce.com to maintain and update contacts and leads

PREFERRED QUALIFICATIONS:

• Passionate about cutting-edge technology with the aptitude to learn new and exciting IT software products, as well as, understand business-critical solutions quickly
• Thrive in a dynamic fast-paced, collaborative team environment
• Eager to learn new skills and wants to be coached
• Willing to be pushed outside their comfort zone
• Motivated by a generous commission plan
• Preferably a graduate from a 4-year college/university

MINIMUM QUALIFICATIONS:

• 1-2+ years of sales or customer service experience (which can include experience garnered while completing your degree)
• Enjoy interacting with people at all levels of an organization; The ideal SDR will revel in engaging executives and developers in intelligent conversations about their business needs and turning those conversations into meetings with Enterprise Sales Representatives
• Highly competitive, achievement-oriented, motivated, and driven to exceed goals
• Have high energy, enthusiasm, positive attitude, and a tenacity to succeed
• Excellent communication skills including both phone and written communication as well as active listening
• Phenomenal character with an incredible drive for success, high work ethic, curious by nature and obsessed with over-achieving goals
• Proven time management skills and ability to work independently

Responsibilities:

1. Prospecting and Lead Generation:

• Research and identify potential clients and target markets.
• Utilize various tools and platforms to generate leads and build prospect lists.
• Engage with prospects through email, social media, and phone calls to introduce Couchbase's products, services and to drive event attendance.

1. Qualification and Nurturing:

• Qualify leads by understanding their needs and aligning them with Couchbase solutions.
• Foster relationships with prospects to drive interest and build a pipeline of qualified opportunities.
• Document and maintain accurate records of all prospect interactions in the CRM system.

1. Collaborative Sales Support:

• Collaborate with the sales team to develop effective strategies for lead conversion and opportunity progression.
• Assist in preparing sales materials, presentations, and proposals.
• Participate in sales meetings, team huddles, and training sessions to enhance sales skills and product knowledge.

1. Market Research:

• Stay updated on industry trends, competitive landscape, and market developments.
• Conduct market research to identify potential market segments and opportunities.
• Provide insights and feedback to the sales team based on market research findings.

Qualifications:

• Currently pursuing a Bachelor's or Master's degree in Business, Marketing, or a related field.
• Strong interest in sales and a desire to develop a career in sales or business development.
• Excellent communication skills, both written and verbal.
• Highly self-motivated, proactive, and results-oriented.
• Ability to work independently and collaborate effectively within a team.
• Right to Work in US
• Proficiency in using Microsoft Office Suite and familiarity with CRM software is a plus.
• Prior experience in sales or customer service is desirable but not required.

Benefits:

• Gain hands-on experience in sales prospecting, and lead generation.
• Work closely with experienced sales professionals and learn from their expertise.
• Opportunity to contribute ideas and make an impact on business growth.
• Exposure to a dynamic and fast-paced work environment.
• Networking opportunities with professionals in the industry.
• Potential for future career opportunities within Couchbase.

How to Apply: