Liquibase

• Build and scale pipeline generation programs across paid search, paid social, webinars, nurture, field, partner, and account-based marketing motions • Drive Community-to-commercial conversion programs that identify, engage, and convert Liquibase Community users into qualified opportunities for Liquibase Secure • Partner closely with Sales, RevOps, CS, and Product Marketing to build campaigns tied to pipeline, expansion, and revenue outcomes • Develop and execute ABM and target account plays across strategic enterprise accounts, competitive takeovers, regulated industries, and modern data platform teams • Build and optimize nurture programs that improve engagement, conversion, and sales velocity across the funnel • Use AI-assisted workflows to improve campaign execution, segmentation, personalization, research, testing, and content development • Own paid media performance across Google, LinkedIn, retargeting, and other digital channels • Partner with Product Marketing on positioning, launches, messaging, and campaign strategy • Analyze campaign performance, conversion rates, attribution, and pipeline contribution to make investment and optimization recommendations • Help scale SEO and AEO programs that improve discoverability, category authority, and inbound demand • Operate comfortably in a lean, fast-moving environment where speed, ownership, and initiative matter

• Opportunity creation & pipeline management for top existing customers • Development and execution of territory plan • Management of opportunities and sales process • Relationship development with technical and executive-level contacts in Fortune 500 customers • Closing of expansion and renewal contracts for existing customers • Revenue forecasting • Quota attainment for assigned territory • Maintaining customer, pipeline, and deal information in HubSpot • Align with VP of Sales for territory strategy and plan of attack • Working with Customer Success team to drive customer adaptation and expansion opportunities

• Actively working with Regional Sales Managers to develop account plans combining business & technology strategies. • Taking accountability for all technical issues during a pre-sales engagement with potential customers. • Managing the "technology" side of the sales process developing technical strategies and tactics for Liquibase solutions, resolving all technology issues throughout an enterprise sales cycle. • Developing & delivering customer-specific solution-oriented presentations and demonstrations. • Demonstrating Liquibase solutions and technology to all levels within an organization. • Developing strategies, manage and assist execution of solution evaluations proving your solution actually fulfills the business objectives & technical requirements. • Understanding prospects’ business processes, information flows, business/technical issues and challenges, and competitive pressures. • Uncovering specific business/technical problems and design solutions that link to clearly defined business value by applying Liquibase products toward solving those problems. • Architecting innovative solutions leveraging 3rd party and Liquibase technologies that lead to new use cases and revenue opportunities. • Remaining a current contributor to team-learning initiatives and activities.

• Own a portfolio of 100+ accounts and run a disciplined cadence of engagement across renewal timelines, adoption milestones, and expansion triggers • Drive Liquibase adoption by ensuring complete consumption of licensed seats and capabilities—full consumption guarantees renewals and unlocks expansion • Build trusted-advisor relationships with team leads, engineering managers, directors, and VPs of Engineering • Manage the full renewal cycle: protect existing revenue, convert customers to multi-year agreements, and negotiate favorable terms • Identify and close expansion opportunities through genuine understanding of customer challenges and where Liquibase can deliver additional value • Leverage self-service onboarding materials and light-touch enablement to guide customers through adoption, engaging Technical Advisors when accounts need deeper technical assistance • Conduct all customer engagement virtually via Zoom—minimal travel required • Execute a high-cadence territory plan across your portfolio, prioritizing accounts by renewal date, adoption health, and expansion potential • Manage pipeline and revenue forecasting with discipline and accuracy • Maintain customer and deal information in HubSpot • Align with VP of Customer Success on territory strategy and account priorities • Partner with Technical Advisors to accelerate product adoption in accounts that need hands-on technical enablement

Overview Liquibase is the leader in Database DevOps. Downloaded more than 100 million times, our software enables DevOps teams around the globe to accelerate software delivery by automating database updates, security, and governance. We're hiring a Customer Success Account Executive to own and grow relationships with our Enterprise and Fortune 500 customers. This is a sales role with territory ownership—you'll carry an annual quota focused on expansion, renewal, and net revenue retention while ensuring customers realize full value from Liquibase. You're a Customer Success rep that wants to make customers successful, build new pipeline with existing customers, and close renewals and expansion deals. What you'll be doing: With Customers Build strategic relationships with VP and C-suite executives Develop and execute customer success strategies that drive adoption and expansion Serve as the customer's advocate and trusted advisor Identify and close expansion opportunities through genuine understanding of customer challenges Manage renewal cycles and protect existing revenue Spend time onsite with executives and customers At Liquibase Develop and execute territory plans Manage pipeline and revenue forecasting Maintain customer and deal information in HubSpot Align with VP of Sales on territory strategy Partner with Technical Advisors to drive product adoption Must Haves: Genuine curiosity about how technical teams work Bachelor's degree or equivalent experience Perks of life at Liquibase: Remote First culture with potential for company-wide in-person gatherings Home office allowance Meaningful equity Comprehensive health, vision, and dental benefits (country dependent) Generous paid time off and paid holidays 401k match program (US only) No punks, no jerks culture Growth opportunities within the company Company Overview A career at Liquibase means joining a fast-growing company on the front lines of DevOps. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. We foster a culture rooted in open-source values: freedom, choice, transparency, and meritocracy. Want to help the software world move faster? You've found the right place. Eligible candidates may be subject to criminal history checks, conducted in accordance with applicable local, state, and federal law.

• Solving an interesting problem, and working cross-functionally to build value above the community solution • Opportunity creation & pipeline management • Development and execution of territory plan • Management of mid-market and enterprise opportunities and sales processes • Relationship development with technical and executive-level contacts in Fortune 500 customers & prospects • Negotiation and closing of new customer contracts • Revenue forecasting • Quota attainment for assigned territory • Maintaining customer, pipeline, and deal information in HubSpot

• Opportunity creation & pipeline management for mid-market customers • Development and execution of territory plan • Management of opportunities and sales process • Outbound prospecting/Lead generation • Meet/exceed assigned revenue goals • Maintaining customer, pipeline, and deal information in HubSpot • Align with VP of Sales for territory strategy and plan of attack • Working with Demand Generation team to drive customer adaptation and expansion opportunities

• Opportunity creation & pipeline management for top existing customers • Development and execution of territory plan • Management of opportunities and sales process • Relationship development with technical and executive-level contacts in Fortune 500 customers • Closing of expansion and renewal contracts for existing customers • Revenue forecasting • Quota attainment for assigned territory • Maintaining customer, pipeline, and deal information in HubSpot • Align with VP of Sales for territory strategy and plan of attack • Working with Customer Success team to drive customer adaptation and expansion opportunities