About Couchbase
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. Couchbase's AI-ready technology and enterprise partnership model eliminate complexity and reduce total cost of ownership. Trusted by over 30% of the Fortune 100.
Location: Madrid
Join us as we expand our presence across high-value enterprise accounts and priority ICP targets. 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.
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.
Requirements
•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.
About the role
Enterprise growth at Couchbase depends on disciplined, account-based pipeline generation. This role is critical to expanding customer accounts, landing new enterprise logos, and accelerating high-ACV opportunities. Couchbase is looking for someone competitive, accountable, and who thrives in complex enterprise environments where precision and quality matter more than volume.
Benefits
•Generous Time Off: Flexible programs designed to support 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 continuous growth.
•Fun & Comfort: Ergonomic setups for WFH and in-office employees, plus snacks and meals when in the office.
Note: Specific benefit programs vary by country.
