Senior Sales Development Representative Manager, Couchbase

• 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

Desirable

• Reports To: Director, Global SDR Team
• 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
• 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
• 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
• 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
• 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
• 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

• 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 - RSU equity program, ESPP program, 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!

Total funding: $251m

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 makes taking advantage of these features possible.