MariaDB

• Perform DBA activities remotely with customers around the world • Automate various DBA tasks • Set up monitoring and other activities on customer servers • Perform periodic health checks and reports on customer systems • Participate in the community by blogging and other social media • Help the MariaDB team build tools and enhancements around MariaDB • Help improve practices and common methodologies for the Remote DBA team • Ability to be on call as needed to guarantee customer SLAs • Manage SkySQL customers across cloud environments • Provide coverage during designated schedule • Tues-Sat or Sun-Thurs shift preferred • Ability to travel internationally for company-related meetings

• Build and test distributed database solutions that scale • Make systems rock-solid in performance and reliability, across both on-prem and cloud • Work on replication, sharding, and consistency models (Raft, MVCC, ACID) • Profile, debug, and fine-tune performance with tools like perf, htop, iostat—and your own tricks • Keep code clean and reviewable with Git • Shape infrastructure using CMake or Bazel • Configure and monitor with YAML/JSONnet, Prometheus, and Grafana • Dive into Linux/Unix internals (systemd, cgroups, logging, core dumps) • Automate testing and performance validation with load-testing scripts (YandexTank or your own)

• Frontline Support as the initial point of technical contact for customer issues • Emphasizes rapid triage, clear and consistent communication, and adherence to established support processes • Focus on resolving known or complex issues directly • Identifying when to escalate and maintaining customer satisfaction through responsiveness, accuracy, and follow-through • Accountable for SLA adherence, customer communication, and creating smooth handoff experiences when needed • Plans and organizes related tasks independently to meet interdependent goals • Develops solutions to moderately complex problems with minimal guidance

• Partner with Account Executives and the global sales organisation to support technical sales cycles, prioritise resources, and drive deals to a successful close. • Actively engage with prospects to assess complex pain points and deliver tailored solutions that align platform capabilities to business use cases. • Drive technical engagement across channel sales networks, including ISVs, vendors, and consultancies. • Travel throughout EMEA as needed to support sales efforts, grow opportunity scope, and engineer tangible customer solutions. • Lead discovery sessions with technical and business stakeholders to design solution architectures across on-premises, cloud, hybrid, and Kubernetes environments. • Deliver tailored product demos and clearly articulate core concepts such as distributed caching, partitioning, replication, persistence, high availability, and disaster recovery. • Plan, manage, and execute complex Proof of Concept (POC) engagements with clearly defined success criteria. • Support performance testing, troubleshooting, sizing, configuration tuning, and competitive evaluations. • Respond to RFPs, RFIs, security reviews, and architecture reviews. • Drive the standardisation and creation of sales engineering best practices, reusable demos, architectural diagrams, and technical content. • Act as the voice of the field by sharing customer feedback with Product and Engineering teams to influence the roadmap.

• Identify high-potential businesses that would be a good fit to work with MariaDB • Develop territory with a combination of inbound marketing lead qualification and outbound (“cold”) prospecting • Work with the Sales and Marketing team to develop and lead inbound and outbound campaigns from idea-generation through to qualified call • Schedule sales discovery calls with prospective clients and MariaDB Account Executives • Interact with IT and business decision makers via telephone and email • Update lead and prospect activity in Salesforce to ensure effective lead management • Set qualified introductory meetings for the Sales team • Exceed monthly and quarterly opportunity quota • Build strong relationships with our marketing team and Account Executives, where we pull together to maximize the win for our business • Invest in your self-development, focusing on the skills and attributes that will make you successful in your core role and get you set for future success • Record and manage daily work in tools such as Salesforce and Salesloft

• Drive the right customer solutions • Close business with existing and new customers • Work effectively in a highly collaborative and fast-paced environment • Maintain an accurate, robust pipeline and forecast of business opportunities • Understand the technical requirements and certifications specific to the prospect or customer • Manage and accelerate the sales pipeline by engaging with prospects, partners and key customers • Set a strategic sales plan for your territories in line with the MariaDB strategic direction • Prepare and deliver business reviews to the senior management team regarding quarterly strategies • Follow up with leads in your territory within company SLAs, using relevant messaging via phone, email and social media • Must be willing to travel up to 20% to various company and customer locations

• Support and engage with customers throughout all stages of their customer lifecycle: onboarding, adoption, expansion, retention, and advocacy. • Guide new customers through onboarding for MariaDB deployments, consulting on MariaDB best practices to ensure customers receive value. • Formulate an ongoing meeting cadence with the assigned portfolio. • Become a trusted advisor and advocate for customers within the company. • Understand customers' data management strategies and effectively articulate additional improvements and/or new strategies leveraging MariaDB capabilities. • Identify proactive opportunities to work with and provide value to customers. • Proactively address customer experience issues early, collaborating with Technical Support to understand their customer's issue, and assisting as an escalation point of contact. • Work with Sales Engineers and Professional Services to determine appropriate services for MariaDB upgrades, migrations, deployments, and/or maintenance. • Conduct regular business reviews within accounts, showcasing value and learning about business goals and priorities. • Encourage customer participation in company initiatives (Webinars, Roadshows, Product Feedback, etc). • Responsible for measuring, managing, and improving customer health, engagement, and value realization. • Coordinate with Account Executives to ensure the upgrade, migration, and/or growth of the customer portfolio. • Articulate growth plans, expectations, and successes; documented and tracked within success plans. • Effectively communicate customer needs to other parts of the business and act as a customer champion within the company. • Work collaboratively and influence other departments to promote customer satisfaction and success. • Manage and maintain customer portfolio in achieving the company's Net Retention goals.

• Meet or beat your Annual Sales Quota. ($1 million USD+) • Identify, nurture and win net new enterprise sales opportunities. • Drive sales growth through effective enterprise customer and partner relationship management. • Navigate complex sales processes by applying customer-centric selling and MEDDPICC. • Collaborate closely with business development, presales, marketing and sales teams. • Maintain an accurate, robust pipeline and forecast of business opportunities in Salesforce.com. • Develop account plans for your key accounts to retain and grow existing client revenue & renewals.

• Develop and lead integrated, multi-channel marketing campaigns • Strategize and execute global campaigns that drive pipeline, accelerate opportunities, and increase revenue • Implement Account-Based Marketing (ABM) programs focusing on highly personalized engagement • Collaborate with product marketing and content teams to ensure campaign messaging is compelling and relevant • Use data to track performance and optimize campaigns • Work cross-functionally with sales, product marketing, content, and the rest of the marketing team

• Manage the weekly and monthly forecast submission for the North America High Velocity team • Serve as the primary point of contact for deal escalations • Ensure the team's adherence to all sales processes and company policies • Provide daily, hands-on coaching and mentoring to a team of High Velocity Account Executives • Set clear expectations and monitor individual AE performance against quotas • Lead the recruitment, interviewing, and hiring of top-tier sales talent • Foster a highly motivated, collaborative, and results-oriented team culture • Must be willing to travel up to 20% to various company and customer locations