MariaDB is making a big impact on the world. Whether you’re checking your bank account, buying a coffee, shopping online, making a phone call, listening to music, taking out a loan or ordering takeout – MariaDB is the backbone of applications used everyday. Companies small and large, including 75% of the Fortune 500, run MariaDB, touching the lives of billions of people. With massive reach through Linux distributions, enterprise deployments and public clouds, MariaDB is uniquely positioned as the leading database for modern application development.
Manager, Enterprise Product Advisors
Department: Sales / Business Development Reports To: VP of Sales / VP of Sales Development Location: Remote and/or Austin, TX Employment Type: Full-Time
The Opportunity
We are looking for a Manager, Enterprise Product Advisors to build, lead, and scale a best-in-class team responsible for producing qualified sales opportunities from prospecting. This leader will own the strategy, performance, and development of the Enterprise Product Advisor (EPA) organization — the team responsible for qualifying leads and engaging potential customers through a variety of warm and cold outreach.
You will lead a team that detects customer pain points, understands prospect context, and articulates how MariaDB's technology can help — turning outbound prospecting and inbound marketing engagement into qualified pipeline for the business. This is a critical growth leadership role: EPAs are a proven pipeline into Account Executive careers at MariaDB, and this Director will be responsible for building the team, the process, and the talent pipeline that fuels that growth engine.
What You'll Do
Team Leadership & Development
- Build out and lead a best-in-class Enterprise Product Advisor team, including hiring, onboarding, and ongoing coaching/development.
- Establish career pathing and promotion frameworks that continue MariaDB's track record of developing EPAs into Account Executives and other advanced sales roles.
- Coach EPAs on discovery, objection handling, prospecting technique, and product/sales knowledge; conduct regular call reviews and pipeline coaching sessions.
- Set individual and team quotas, monitor performance against goals, and manage performance improvement plans as needed.
- Foster a high-energy, high-accountability team culture that invests in self-development and long-term sales career growth.
Pipeline Strategy & Execution
- Define and continuously refine the ideal customer profile and account prioritization strategy to identify high-potential businesses that are a strong fit for MariaDB.
- Own territory design and outbound ("cold") prospecting strategy across the EPA team.
- Partner with Sales and Marketing leadership to design and lead inbound and outbound campaigns from idea generation through to qualified call, ensuring tight alignment between demand generation and pipeline conversion.
- Ensure disciplined follow-up and nurture processes for early-phase opportunities to maximize future pipeline potential.
- Own the team's monthly and quarterly qualified opportunity quota and forecast accuracy.
Cross-Functional Partnership
- Build strong, collaborative relationships with Marketing and Account Executive leadership to maximize win rates and pipeline quality across the business.
- Act as the voice of the EPA function in sales leadership forums, representing pipeline health, team capacity, and campaign performance.
- Partner with Sales Enablement to ensure EPAs have strong, current product and sales knowledge, messaging, and competitive positioning.
- Collaborate with Revenue/Sales Operations on lead routing, scoring, and territory/quota design.
Systems, Process & Reporting
- Ensure rigorous management of lead and prospect activity in Salesforce and SalesLoft (or equivalent tools) to guarantee effective lead management and pipeline visibility.
- Establish KPIs and dashboards to track team and individual performance (activity metrics, meetings set, opportunity conversion, quota attainment).
- Continuously evaluate and optimize outbound automation and modern prospecting tools to improve team efficiency and effectiveness.
- Report regularly to Sales leadership on team performance, pipeline contribution, and campaign results.
What You'll Need
- 6+ years of B2B Business Development / Sales Development experience, including 3+ years directly leading and scaling a business development or sales development team.
- Proven track record building, leading, and developing high-performing outbound/inbound prospecting teams, ideally within the database, infrastructure, or broader enterprise software industry.
- Demonstrated success partnering cross-functionally with Marketing and Account Executive leadership to drive qualified pipeline generation.
- BA/BS degree.
- Outstanding communication, coaching, and listening skills, with the ability to develop talent at all experience levels.
- A self-starter mentality with a track record of hitting and exceeding team and individual goals.
- Strong time management and organizational skills, with the ability to operate independently in a fast-paced, high-growth environment.
- Passion for cutting-edge technology, with the aptitude to learn and teach new and evolving IT/database software products and business-critical solutions quickly.
- Hands-on proficiency with Salesforce, SalesLoft, and modern outbound automation/prospecting tools.
Location: Remote and/or Austin, TX
Compensation:
The annual anticipated U.S. base salary range for this full-time position is USD $100,000 - $140,000 plus commissions.
Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies.
In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than the job description as posted. Salary is one component of MariaDB’s total rewards package, we also offer health insurance, life, and disability insurance, Flexible Paid Time Off (FPTO), 401(k), paid holidays, and parental leave, just to name a few!
Salaries for candidates outside the U.S. will vary based on local compensation structures.
What’s in It for You?
Impact the world of technology by pushing the boundaries of technology and business models, working at MariaDB. Be part of a game-changing organization that encourages outside-the-box thinking, values empowerment, and is truly shaping the future of the software industry. You’ll be collaborating with high-caliber colleagues around the world, offering unparalleled learning and growth opportunities. We provide a very competitive compensation package and a massive degree of flexibility, freedom, and more.
How to Apply
If you are interested in this position, please submit your application along with your CV/Resume through our ATS Greenhouse on our MariaDB Careers site.
- At MariaDB we celebrate the diverse experiences and perspectives of our employees because this drives innovation and success. MariaDB is an equal opportunity employer dedicated to creating a welcoming and inclusive workplace for everyone.
- MariaDB does not sponsor work visas or relocation.
- MariaDB is committed to providing accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
- MariaDB will not accept agency resumes without a prior contractual agreement with HR. Please do not forward resumes to any recruiting alias or employee directly. MariaDB is not responsible for paying any fees associated with any unsolicited submitted CV/Resumes.
