• 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

• Take ownership of the entire sales process — from targeted outreach and thorough needs assessment to successful closing. • Build and maintain targeted customer relationships with C-level decision-makers. • Present tailored, often complex solution scenarios. • Act as a trusted advisor on an equal footing. • Lead price and contract negotiations. • Independently manage and drive pipeline development. • Monitor market and competitor developments and derive strategic recommendations for action.

• As an Account Executive SAP (m/f/d), you are a central strategic driver of our company's growth. • You take responsibility for the entire sales process — from targeted outreach and thorough needs assessment to successful closing and beyond. • You cultivate customer relationships with C-level decision-makers, identify their needs early, and present tailored, often complex solution scenarios. • You act as a trusted advisor on equal footing, conduct confident price and contract negotiations, and position our company sustainably in the market. • You independently manage the development of your pipeline and use your market awareness to identify and capture cross- and upselling opportunities. • In close collaboration with Marketing, Product, and Consulting teams, you work to strategically further develop our service portfolio.

• Own and drive complex, enterprise-level sales cycles by positioning technology-led solutions across custom application development, mobile integrations, AI/ML, IoT, data analytics, cloud platforms (AWS, Azure, GCP), DevOps, and CI/CD. • Lead the full deal lifecycle for large, strategic accounts – from targeted prospecting through contract negotiation and close – while delivering a high-trust, consultative client experience. • Identify, engage, and develop relationships with senior decision-makers and executive stakeholders within enterprise organizations. • Assess client business objectives, technical environments, and industry dynamics to architect and propose high-impact, scalable solutions. • Partner closely with Delivery, Engineering, and Solution teams to shape deal strategy, scope solutions, and ensure successful handoff post-sale. • Collaborate with Marketing on account-based and enterprise outreach strategies to generate and expand pipeline. • Lead executive-level presentations and value-based discussions that clearly articulate business outcomes and ROI. • Navigate complex buying processes, address objections, and negotiate commercial terms to close high-value deals. • Consistently achieve or exceed enterprise sales targets and revenue goals. • Maintain accurate pipeline forecasting and provide regular updates to Sales and Delivery leadership. • Stay current on emerging technologies, competitive landscape, and enterprise market trends to inform sales strategy and client conversations.