Role Description You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical. What you get to do in this role: - Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales - Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.) - Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their IT roadmap - Identify the right specialist/support resources to bring into a deal, at the right time Qualifications - Experience and success selling software to Higher Education vertical - 10+ years of sales experience within software OR solutions sales organization - Experience establishing trusted relationships with current and prospective clients and other teams - Experience producing new business, negotiate deals, and maintain healthy C-Level relationships - Experience achieving sales targets - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving - The ability to understand the "bigger picture" and our plans around IT - Experience promoting a customer success focus in a "win as a team" environment - Willingness to travel up to 50% Requirements - For positions in this location, we offer a base pay of $145,150 - $215,000, plus equity (when applicable), variable/incentive compensation and benefits. - Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. - Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Benefits - Health plans, including flexible spending accounts - 401(k) Plan with company match - ESPP - Matching donations - Flexible time away plan - Family leave programs

• Identify and secure new business opportunities • Build strong relationships with clients • Promote our manufacturing capabilities • Work closely with internal teams to develop customized solutions • Conduct on-site visits, presentations, and product demonstrations • Stay informed on industry trends, competitor activities, and market developments • Maintain accurate records of sales activities, forecasts, and customer interactions

• 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

• Own a defined territory of new-logo and existing accounts, carrying a quota and a plan to beat it • Source, qualify, and close net-new business through outbound prospecting and targeted outreach • Grow existing accounts through up-sell and cross-sell across the full product line • Run the full cycle: discovery, executive presentations, proposals, negotiation, and close • Build and own your own pipeline — self-source through outbound prospecting, your network, and targeted outreach to the leads provided by the marketing team