=.jpg)
Account Executive (EMEA)
About the job
MariaDB is making a big impact on the world. Whether you’re checking your bank account, buying a coffee, shopping online, making a phone call, listening to music, taking out a loan, or ordering takeout – MariaDB is the backbone of applications used every day. Companies small and large, including 75% of the Fortune 500, run MariaDB, touching the lives of billions of people. With massive reach through Linux distributions, enterprise deployments, and public clouds, MariaDB is uniquely positioned as the leading database for modern application development.
The Opportunity
We are seeking a hardworking, driven Account Executive (AE) with the initiative to lead new business acquisitions in the Enterprise market in EMEA and French Speaking Africa. Reporting to the VP of Sales, you will execute a customer-centric sales strategy within an assigned territory, resulting in revenue growth and new customer acquisition. You will work both independently and collaboratively, as part of various teams within your assigned geography to close sales, win business, and reach sales targets.
A successful AE is an experienced professional with a proven track record of exceeding quota by generating and maintaining active engagements with customers and prospects, at times in collaboration with our partners. The ideal candidate should understand and be able to articulate the value proposition of Open-Source Software; an understanding of the cloud and enterprise database markets is a major plus.
Responsibilities
Set a strategic sales plan for your territories in line with MariaDB's GTM strategy
Manage and build a strong sales pipeline by engaging with prospects, partners, and key customers
Maintain an accurate, robust pipeline and forecast of business opportunities
Navigate complex sales processes by applying Customer-Centric Selling and MEDDPICC
Establish and maintain relationships with key stakeholders and executives within Enterprise accounts
Prepare and deliver business reviews to the senior management team on quarterly strategies
Develop account plans for key accounts to retain and grow the existing customer base by identifying opportunities to continue to add value for existing customers
Qualifications
Work effectively in a highly collaborative and fast-paced environment
Sales hunter focused on New and Expansion Business who is persistent, tenacious, and self-disciplined
Proven ability to manage large enterprise opportunities, while closing transactional business
Sales acumen to run complex sales cycles
Minimum of 5 years of Database/Data Management sales experience, ideally with a background in selling Cloud and Open-Source Database
The territory is Western Europe and French Speaking Africa. There will be a concentrated focus on selling in the UK, France, and French Speaking African countries requiring fluent English and French-speaking skills.
Candidates must be results-driven, self-motivated, and able to work autonomously
Strong executive communication presence and excellent communication skills, including the ability to communicate and sell effectively at a senior level
Bonus Experience and Skills
Experience selling open-source software solutions is preferred
Experience qualifying opportunities with MEDDICC / MEDDPICC
Deep knowledge of the open-source ecosystem including community and commercial licensing models
Familiarity with Sales Navigator, Cognism, Salesloft, Gong, and Highspot
.png)
