Strategic Sales Development Representative

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!

Location: Madrid

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 Sales Development Representative (SDR) 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 SDR 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+ 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.
• Fluent in Spanish and English

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.

Working at Couchbase

At Couchbase, innovation thrives when diverse perspectives come together. Our culture is driven by four core values that guide how we build mission-critical technology and collaborate every day:

• Put the Customer First: The customer must be at the center of everything we do.
• Be a Good Human, Always: Integrity, empathy, and respect are our non-negotiable bedrock.
• Win as One Team: No one wins alone. Collaboration is how we erase silos.
• Build for Mission Critical: Our product earned customer trust. We honor it by relentlessly pushing what’s technically possible.

We actively encourage applications from individuals of all backgrounds—including women, people of color, LGBTQIA+ professionals, veterans, and individuals with disabilities. We also value unconventional career paths and unique life experiences.

A note on qualifications: Studies show that underrepresented talent is less likely to apply unless they meet 100% of the criteria. If you are excited about this role and feel you can make strong contributions to our team, please apply—even if your experience doesn't check every single box.

If you require reasonable accommodations during the recruitment process, please let your recruiter know. We are happy to support you.

Why Couchbase?

Modern customer experiences demand a flexible cloud database platform that powers applications from the cloud to the edge and everywhere in between. Couchbase’s mission is to simplify how developers and architects build, deploy, and consume modern applications. With Capella—our fast, flexible, and affordable cloud database platform—we enable organizations to deliver premium user experiences backed by best-in-class price performance.
More than 30% of the Fortune 100 trust Couchbase to power their mission-critical applications. We’re also proud to be consistently recognized as a Best Place to Work in both the Bay Area and the UK.
What We Offer (Total Rewards) We offer a holistic approach to benefits that recognizes the value you create, helping you care for yourself and your family:

• Generous Time Off: Flexible programs designed to support your work-life balance.
• Health & Wellness: World-class medical, dental, vision, mental health, life insurance, and employee assistance programs.*
• Financial Security: Competitive retirement plans* and business travel coverage.
• Career Growth: A "Be Valued, Create Value" philosophy focused on your continuous growth.
• Fun & Comfort: Ergonomic setups for both WFH and in-office employees, plus snacks and meals when you’re in the office.

  *Note: Specific benefit programs vary by country. Your recruiter can share details for your location.

  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. By using this website and submitting your information, you acknowledge our Candidate Privacy Notice and understand your personal information may be processed in accordance with our Candidate Privacy Notice following guidelines in your country of application.