• 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

• Own revenue growth within an assigned territory through a combination of customer expansion, cross-sell, upsell, and new customer acquisition activities. • Manage a defined portfolio of existing customers, identifying opportunities to increase product adoption, expand solution utilization, and drive incremental ARR. • Develop and execute territory plans that prioritize high-potential accounts, market opportunities, and strategic growth initiatives. • Build and maintain relationships with key stakeholders across schools, districts, and educational organizations, including decision-makers and influencers. • Identify, qualify, and develop opportunities within prospective, low-spend, and dormant accounts. • Execute proactive prospecting strategies through phone, email, social selling, events, referrals, and targeted outreach campaigns. • Partner with Marketing and SDR teams to effectively engage inbound and marketing-generated leads. • Create and maintain a healthy pipeline that consistently supports achievement of quarterly and annual bookings targets. • Manage opportunities throughout the entire sales cycle, from discovery through proposal, negotiation, and close. • Utilize the MEDDPICC framework to qualify opportunities, understand customer priorities, and advance deals effectively. • Deliver compelling presentations, demonstrations, business cases, and proposals that align Everway solutions with customer objectives. • Forecast accurately and maintain visibility into opportunity progression, risks, and growth potential. • Collaborate with Finance, Legal, Product, Customer Success, and Implementation teams to support successful deal execution and customer outcomes. • Develop multi-threaded relationships within accounts to expand influence, strengthen retention, and uncover future growth opportunities. • Serve as a trusted advisor by understanding customer goals, challenges, budget cycles, and strategic priorities. • Support customer retention efforts by partnering with Customer Success and Renewal teams to ensure a seamless customer experience. • Capture and communicate customer feedback, market intelligence, and competitive insights to internal stakeholders. • Achieve and exceed quarterly and annual revenue, pipeline, and activity targets. • Maintain accurate opportunity, account, and forecasting data within Salesforce. • Monitor pipeline health, territory performance, and customer engagement metrics to inform business decisions. • Participate in industry conferences, customer events, webinars, and networking opportunities to increase Everway's visibility and strengthen market presence.