Strategic Sales Development Representative (SDR)

About the role

Couchbase, the operational data platform for AI, is looking for a Strategic Sales Development Representative in Madrid. The role drives qualified pipeline in enterprise accounts through strategic account expansion (cross-sell, upsell, new business units, multi-workload growth) and ICP-aligned acquisition of new enterprise logos. It is an account-based position working closely with Account Executives, Customer Success and Field Marketing.

Key responsibilities

• Identify and engage new stakeholders, business units, subsidiaries and workload opportunities within existing enterprise customers, and support cross-sell and upsell motions.
• Prospect high-priority ICP enterprise accounts using account-based engagement and develop executive and technical entry points.
• Follow structured, account-prioritized daily workflows aligned to account owner strategy, buying group priorities, ICP segmentation and ABM and field program motions.
• Engage VP+ executives, architects and engineering leaders with consultative messaging on AI readiness, modernization, scalability, performance and total cost of ownership.
• Deliver high-quality meetings that convert into qualified opportunities and work with Account Executives for clean handoffs.
• Maintain Salesforce hygiene and activity tracking, use Outreach, LinkedIn Sales Navigator and ZoomInfo, and optimise conversion from meeting to qualified opportunity to revenue.

Required profile

• 2+ years of enterprise SDR/ADR experience in complex B2B environments.
• Demonstrated success prospecting into Fortune 1000 or large enterprise accounts and engaging executive and senior technical stakeholders.
• Experience supporting expansion motions in existing enterprise accounts.
• Bachelor's degree required; fluent in Spanish and English.

Required skills

• Proficiency in Salesforce and modern sales engagement platforms.
• Understanding of account-based selling and multi-threading strategies.

What we offer

• Flexible time off programs.
• Medical, dental, vision, mental health, life insurance and employee assistance programs.
• Retirement plans and business travel coverage.
• Ergonomic setups for WFH and in-office employees, plus snacks and meals in the office.