Note: The job is a remote job and is open to candidates in USA. MariaDB is a database technology company that supports applications used by businesses and consumers worldwide. The Manager, Enterprise Product Advisors will build, lead, and scale a team responsible for prospecting, qualifying leads, and generating sales pipeline. The role oversees team development, pipeline strategy, cross-functional collaboration, systems, processes, and performance reporting.
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 that continue MariaDB's track record of developing EPAs into Account Executives and other advanced sales roles
- 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 as needed
- Foster a high-energy, high-accountability team culture that invests in self-development and long-term sales career growth
- Define and continuously refine the ideal customer profile and account prioritization strategy to identify high-potential businesses that are a strong fit for MariaDB
- Own territory design and outbound ("cold") prospecting strategy across the EPA team
- Partner with Sales and Marketing leadership to design and lead inbound and outbound campaigns from idea generation through to qualified call, ensuring tight alignment between demand generation and pipeline conversion
- Ensure disciplined follow-up and nurture processes for early-phase opportunities to maximize future pipeline potential
- Own the team's monthly and quarterly qualified opportunity quota and forecast accuracy
- Build strong, collaborative relationships with Marketing and Account Executive leadership to maximize win rates and pipeline quality across the business
- Act as the voice of the EPA function in sales leadership forums, representing pipeline health, team capacity, and campaign performance
- 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 (or equivalent tools) to guarantee effective lead management and pipeline visibility
- Establish KPIs and dashboards to track team and individual performance (activity metrics, meetings set, opportunity conversion, quota attainment)
- Continuously evaluate and optimize outbound automation and modern prospecting tools to improve team efficiency and effectiveness
- Report regularly to Sales leadership on team performance, pipeline contribution, and campaign results
Skills
- 6+ years of B2B Business Development / Sales Development experience, including 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, ideally within the database, infrastructure, or broader enterprise software industry
- Demonstrated success partnering cross-functionally with Marketing and Account Executive leadership to drive qualified pipeline generation
- BA/BS degree
- Outstanding communication, coaching, and listening skills, with the ability to develop talent at all experience levels
- A self-starter mentality with a track record of hitting and exceeding team and individual goals
- Strong time management and organizational skills, with the ability to operate independently in a fast-paced, high-growth environment
- Passion for cutting-edge technology, with the 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
- Remote and/or Austin, TX
- MariaDB does not sponsor work visas or relocation
Benefits
- Commissions
- Health insurance
- Life insurance
- Disability insurance
- Flexible Paid Time Off (FPTO)
- 401(k)
- Paid holidays
- Parental leave
- Unparalleled learning and growth opportunities
- A massive degree of flexibility and freedom
Company Overview