New

Sr. Sales Development Representative Manager

Austin, TX

As industries race to embrace AI, traditional database solutions fall short of rising demands for versatility, performance, and affordability. Couchbase is leading the way with Capella, the developer data platform for critical applications in our AI world. By uniting transactional, analytical, mobile, and AI workloads into a seamless, fully managed solution, Couchbase empowers developers and 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 unlocking innovation, accelerating AI transformation, and redefining customer experiences. Come join our mission.

Location: Austin, TX
Reports To: Director, Global SDR Team

 

Overview
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.

 

Key Responsibilities

 

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
Why Couchbase?
Modern customer experiences need a flexible cloud database platform that can power applications spanning from cloud to edge and everything in between. Couchbase’s mission is to simplify how developers and architects develop, deploy and consume modern applications wherever they are. We have reimagined the database with our fast, flexible and affordable cloud database platform Capella, allowing organizations to quickly build applications that deliver premium experiences to their customers– all with best-in-class price performance. More than 30% of the Fortune 100 trust Couchbase to power their modern applications and build innovative new ones. See our recent awards to learn why Couchbase is a great place to work.We are honored to be a part of the Best Places to Work Award for the Bay Area and the UK. Couchbase offers a total rewards approach to benefits  that recognizes the value you create here, so that you in turn may best serve yourself and your family. Some benefits include:
  • 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!
*Note: some programs are not applicable to all countries. Please discuss with a Couchbase recruiter to learn more.
 
 
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.
 
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