Liquibase

• Hire, coach, and develop Sales Engineers (pre-sales) and Technical Advisors (post-sales), building a single technical talent bench that can flex across the customer lifecycle • Set clear goals, career paths, and technical enablement plans for both disciplines • Establish team KPIs across both functions: win rates and POC-to-close conversion (pre-sales), and time-to-value, adoption, and technical health scores (post-sales) • Own the technical sales motion: discovery, solution architecture, demos, and proof-of-concept execution for prospective customers • Ensure Sales Engineers can clearly translate Liquibase's technical capabilities into business value for prospects across a range of database and DevOps environments • Partner with Sales leadership to drive higher win rates and shorten sales cycles through strong technical leadership • Own the technical onboarding, implementation, and adoption journey for new and existing customers • Partner with Customer Success leadership to identify and resolve technical adoption blockers that put renewals or expansion at risk • Partner with Product and Engineering to represent the voice of the technical customer in roadmap discussions, and to escalate and track product gaps surfaced during sales cycles or implementations • Build reusable technical assets: demo environments, POC frameworks, reference architectures, and implementation playbooks • Report on technical team performance, deal support impact, and adoption outcomes to executive leadership

• Respond to inbound inquiries within five minutes whenever possible. • Qualify prospects against our ideal customer profile and schedule discovery meetings with the appropriate Account Executive. • Convert inbound interest into broader account engagement by identifying additional stakeholders, business units, and buying centers. • Prospect into strategic target accounts through phone, email, LinkedIn, and other outbound channels. • Leverage intent data, website engagement, Community users, webinar attendees, and marketing programs to prioritize outreach. • Book qualified meetings that generate pipeline across new logo opportunities. • Partner closely with Marketing on campaigns, webinars, events, and account-based marketing programs. • Work alongside Account Executives to build account strategies and multi-thread opportunities. • Maintain accurate activity, account, and opportunity data in HubSpot and other sales tools. • Share feedback on messaging, objections, competitive intelligence, and lead quality to improve go-to-market programs.

• 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 opportunities and sales process • 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

• Build and execute field marketing programs across North America, including executive dinners, roundtables, regional events, customer meetups, webinars, workshops, roadshows, and virtual experiences. • Develop account-based marketing programs aligned to strategic enterprise accounts, expansion opportunities, and priority territories. • Partner with Sales to identify target accounts, build invite lists, and create programs that accelerate active opportunities. • Work closely with Customer Success to develop customer marketing events that drive expansion, advocacy, and executive engagement. • Plan and execute partner marketing activities with cloud providers, technology partners, GSIs, and regional partners. • Develop integrated campaigns around every field program, including pre-event outreach, digital promotion, follow-up, and nurture. • Own the regional field marketing calendar and align programs with product launches, sales priorities, and partner initiatives. • Measure pipeline sourced, pipeline influenced, opportunity acceleration, customer engagement, and overall program ROI. • Manage event vendors, sponsorships, budgets, logistics, and execution from concept through follow-up. • Build repeatable playbooks that scale successful field programs across regions and audiences.

Role Description Liquibase is hiring a Sales Engineer in the United States, East Coast preferred to overlap with our EMEA team, to manage the technical side of our Enterprise prospects. The ideal candidate has a passion for engaging prospects in a compelling conversation about their business and technical needs, with proven experience in enterprise software sales. They are excited to work alongside Liquibase sales executives to formulate sales strategies, drive discovery of technical and business requirements and manage all technical aspects of the sale. What you’ll be doing: - 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. Qualifications - BA/BS Degree - Computer Science, EE, or MIS preferred (Bachelor's Degree required) - 5+ years of successful pre-sales experience at an enterprise software company thus having a deep understanding of the sales lifecycle for enterprise software - Experience running proof-of-value engagements focused on measurable customer outcomes, not just feature validation - Experience working within a sales organization and being responsible for the technical aspects of the sales cycle - Excellent communication, presentation, organization, and time management skills. - Ability to travel up to 35% - Located in the United States, East Coast preferred Requirements - Strong knowledge of DevOps/Agile processes - Experience with cloud computing and related technologies and practices - Experience with two or more database platforms: Oracle, Microsoft SQL Server, MySQL, PostgreSQL, MongoDB, etc. - Experience with one or more scripting languages - shell, Ruby, Groovy - Experience with Windows and Linux systems - Source Code Management: Git, Subversion, TFS, etc. - Build Automation: Jenkins, Gitlab runners, Github Actions, etc. - Deployment Automation: Azure DevOps Release Pipelines, Harness.io, Octopus Deploy, etc. - Partner with Product Management to provide customer feedback on enterprise requirements and influence roadmap priorities Nice to Haves - Database application development experience - Collaborate with Marketing to refine value messaging and technical positioning - Liquibase or other database schema management tools - Experience with modern cloud and Kubernetes application environments - Be able to run and/or contribute to webinars Benefits - Remote First culture, potential for company-wide in-person gatherings - Home office allowance for remote workers - Meaningful equity (US only) - Comprehensive health, vision, and dental benefits - country dependent - Generous paid time off and paid holidays - 401K matching (US only) - No punks, no jerks culture - Growth opportunities and ability to move up within the company Company Description A career at Liquibase means joining a quickly growing company on the front lines of the DevOps space. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. At Liquibase, we foster a culture rooted in the open-source values of freedom, choice, transparency, and meritocracy. We’re caffeinated, collaborative & confident experts, eager to solve the most challenging database CI/CD problems for our customers.

• 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

• Define and own roadmap and execution plans for ecosystem integrations, deployment connectors, policy content, compliance, security, and risk evaluation capabilities • Translate Liquibase’s strategic direction into clear product outcomes, phased initiatives, measurable business impact, and differentiated market positioning • Help establish Liquibase as the enterprise leader in Database Change Governance by clearly articulating customer pain, market opportunity, competitive differentiation, and business value • Engage deeply with enterprise customers, prospects, field teams, partners, and internal stakeholders to understand pain points across DevOps, data platforms, security, compliance, audit, and enterprise change management • Turn strategy into clear requirements, epics, user stories, acceptance criteria, release plans, and measurable success criteria • Partner closely with engineering, architecture, design, documentation, security, customer success, sales, marketing, and leadership to deliver high-quality product capabilities to market • Use customer evidence, product telemetry, market analysis, competitive insight, adoption data, and business impact to prioritize product investments • Define and monitor KPIs that measure product success, including governance adoption, policy coverage, integration adoption, compliance workflow efficiency, enterprise expansion impact, and time-to-value for new enterprise customers • Support positioning, messaging, enablement, customer validation, and go-to-market execution in partnership with product marketing, sales, customer success, and leadership

• 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.