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About the Role

Build, lead, and scale a best-in-class team responsible for producing qualified sales opportunities from prospecting. This leader will own the strategy, performance, and development of the Enterprise Product Advisor (EPA) organization, turning outbound prospecting and inbound marketing engagement into qualified pipeline for the business. This is a critical growth leadership role, building the team, process, and talent pipeline that fuels growth.

Responsibilities

Build out and lead a best-in-class Enterprise Product Advisor team, including hiring, onboarding, and ongoing coaching/development.
Establish career pathing and promotion frameworks.
Coach EPAs on discovery, objection handling, prospecting technique, and product/sales knowledge.
Conduct regular call reviews and pipeline coaching sessions.
Set individual and team quotas, monitor performance against goals, and manage performance improvement plans.
Foster a high-energy, high-accountability team culture.
Define and continuously refine the ideal customer profile and account prioritization strategy.
Own territory design and outbound prospecting strategy.
Partner with Sales and Marketing leadership to design and lead inbound and outbound campaigns.
Ensure disciplined follow-up and nurture processes for early-phase opportunities.
Own the team's monthly and quarterly qualified opportunity quota and forecast accuracy.
Build strong, collaborative relationships with Marketing and Account Executive leadership.
Act as the voice of the EPA function in sales leadership forums.
Partner with Sales Enablement to ensure EPAs have strong, current product and sales knowledge, messaging, and competitive positioning.
Collaborate with Revenue/Sales Operations on lead routing, scoring, and territory/quota design.
Ensure rigorous management of lead and prospect activity in Salesforce and SalesLoft.
Establish KPIs and dashboards to track team and individual performance.
Continuously evaluate and optimize outbound automation and modern prospecting tools.
Report regularly to Sales leadership on team performance, pipeline contribution, and campaign results.

Requirements

6+ years of B2B Business Development / Sales Development experience.
3+ years directly leading and scaling a business development or sales development team.
Proven track record building, leading, and developing high-performing outbound/inbound prospecting teams.
Demonstrated success partnering cross-functionally with Marketing and Account Executive leadership.
BA/BS degree.
Outstanding communication, coaching, and listening skills.
Ability to develop talent at all experience levels.
Self-starter mentality with a track record of hitting and exceeding team and individual goals.
Strong time management and organizational skills.
Ability to operate independently in a fast-paced, high-growth environment.
Passion for cutting-edge technology.
Aptitude to learn and teach new and evolving IT/database software products and business-critical solutions quickly.
Hands-on proficiency with Salesforce, SalesLoft, and modern outbound automation/prospecting tools.
MariaDB does not sponsor work visas or relocation.
MariaDB will not accept agency resumes without a prior contractual agreement with HR.

Skills

Salesforce
SalesLoft
Outbound automation
Prospecting tools
Communication
Coaching
Listening
Time management
Organizational skills

Location

Remote
Austin, TX

Work Type

Full-Time

Experience Level

6+ years of B2B Business Development / Sales Development experience
3+ years directly leading and scaling a business development or sales development team

Education Level

BA/BS degree

Salary/Compensations

USD $100,000 - $140,000 plus commissions

Benefits

Health insurance
Life insurance
Disability insurance
Flexible Paid Time Off (FPTO)
Paid holidays
Parental leave

About the Company

MariaDB is making a big impact on the world, serving as the backbone of applications used everyday by companies small and large, including 75% of the Fortune 500.
With massive reach through Linux distributions, enterprise deployments and public clouds, MariaDB is uniquely positioned as the leading database for modern application development.
Be part of a game-changing organization that encourages outside-the-box thinking, values empowerment, and is truly shaping the future of the software industry.
Collaborating with high-caliber colleagues around the world, offering unparalleled learning and growth opportunities.

Equal Opportunity

At MariaDB we celebrate the diverse experiences and perspectives of our employees because this drives innovation and success.
MariaDB is an equal opportunity employer dedicated to creating a welcoming and inclusive workplace for everyone.
MariaDB is committed to providing accommodations for individuals with disabilities within our application and interview process.