Enterprise Customer Success Manager 

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 everyday. 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.

Summary

The Enterprise Customer Success Manager will be responsible for the long-term success, value, and retention of their customer portfolio utilizing our MariaDB database solutions. This role will strengthen and manage the partnership between customers and the company, interacting regularly to build relationships, drive adoption, and provide awareness to all available resources. Through collaboration, they will educate customers to achieve their business goals and maximize value from their investment with our MariaDB solutions. The Enterprise CSM is the primary point of contact for escalations and is responsible for working in collaboration with a team of Sales Engineers, Account Executives, and other cross-functional teams, focused on helping our customers achieve their business goals.

Key Strategic & Retention Responsibilities

• Support and engage with customers throughout all stages of their customer lifecycle: onboarding, adoption, expansion, retention, and advocacy.
• Guide new customers through onboarding for MariaDB deployments, consulting on MariaDB best practices to ensure customers receive value.
• Formulate an ongoing meeting cadence with the assigned portfolio.
• Become a trusted advisor and advocate for customers within the company.
• Understand customers' data management strategies and effectively articulate additional improvements and/or new strategies leveraging MariaDB capabilities.
• Identify proactive opportunities to work with and provide value to customers.
• Proactively address customer experience issues early, collaborating with Technical Support to understand their customer's issue, and assisting as an escalation point of contact.
• Work with Sales Engineers and Professional Services to determine appropriate services for MariaDB upgrades, migrations, deployments, and/or maintenance.
• Conduct regular business reviews within accounts, showcasing value and learning about business goals and priorities.
• Encourage customer participation in company initiatives (Webinars, Roadshows, Product Feedback, etc).
• Responsible for measuring, managing, and improving customer health, engagement, and value realization.
• Coordinate with Account Executives to ensure the upgrade, migration, and/or growth of the customer portfolio.
• Articulate growth plans, expectations, and successes; documented and tracked within success plans.
• Effectively communicate customer needs to other parts of the business and act as a customer champion within the company.
• Work collaboratively and influence other departments to promote customer satisfaction and success.
• Manage and maintain customer portfolio in achieving the company's Net Retention goals.

Qualifications

• Always represent the company in a knowledgeable and professional manner.
• Possess a mix of technical acumen, intellectual curiosity, and interpersonal relationship-building skills.
• Experience supporting customers in the public sector. 
• Excellent time management and organization skills.
• Ability to develop and maintain C-Level relationships.
• Ability to deliver custom ROI analysis for your customer portfolio.
• Comprehensive understanding of customer success principles.
• Strong understanding of MariaDB features, architecture, and common use cases in enterprise solutions.
• Can speak to new features and quickly speak to new releases of MariaDB.
• High attention to detail.
• Proficient in identifying and understanding complex business needs as it relates to MariaDB.

Location & Job Info

Full-Time - Remote - US

Why Join Us

Compensation

The annual anticipated U.S. base salary range for this full-time position is $70,000-75,000, plus $30,000-$32,000 bonus. Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies. Salaries for candidates outside the U.S. will vary based on local compensation structures.

In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than the job description as posted. Salary is one component of MariaDB’s total rewards package.  We provide a competitive benefits package additional benefits includes health insurance, life, and disability insurance, funds toward professional development resources, Flexible Paid Time Off (FPTO), paid holidays, 401 (k), and parental leave, a massive degree of flexibility and freedom, just to name a few!

Salaries for candidates outside the U.S. will vary based on local compensation structures.

How to Apply

If you are interested in this position, please submit your application along with your CV/Resume through our ATS Greenhouse on our MariaDB Careers site.

• 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 does not sponsor work visas or relocation.
• MariaDB is committed to providing accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
• MariaDB will not accept agency resumes without a prior contractual agreement with HR. Please do not forward resumes to any recruiting alias or employee directly. MariaDB is not responsible for paying any fees associated with any unsolicited submitted CV/Resumes.

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 everyday. 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

The Enterprise Account Executive is responsible for increasing sales from current and new MariaDB services within multiple customer segments. The ideal candidate will own the full sales cycles by engaging with customers continually throughout their adoption of MariaDB. A successful candidate will generate and maintain active engagements with customers and prospects, as well as consistently meet and exceed sales quotas. 

Responsibilities

• 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

Qualifications

• Sales hunter, focused on new and expansion business who is persistent, tenacious and self-disciplined with a track record of managing time efficiently and meeting personal goals
• Proven ability to manage large enterprise opportunities, while closing transactional business
• Ability to champion inside of key accounts
• Sales acumen to run complex sales cycles
• 7+ years’ database/data management, DBaaS or cloud sales experience
• Background in selling enterprise cloud database solutions preferred
• Experience selling open source software solutions is preferred 
• Proactive and optimistic spirit with strong interpersonal communication skills
• Demonstrated ability to effectively communicate the business value of complex enterprise solutions
• Experience with prospecting and opportunity development using tools such as Salesloft, Salesforce.com, Zoom, Marketo and Zoominfo
• Bachelor’s degree or equivalent practical experience

Bonus Experience and Skills

• Knowledge and understanding of cloud databases or data integration technologies
• Experience working with and managing partners in complex implementation projects including global system integrators and packaged software vendors
• Working understanding of relational, distributed and analytic databases
• Experience with large complex commercial and legal discussions working with procurement, legal and business teams
• Experience working at a growth startup
• Track record working effectively with internal, partner and customer teams

Location

Remote - West Coast 

Compensation

The annual anticipated U.S. base salary range for this full-time position is USD $110,000.00 - $150,000.00, plus commissions.

Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies.

In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than the job description as posted. Salary is one component of MariaDB’s total rewards package, additional benefits include health insurance, life, and disability insurance, funds toward professional development resources, Flexible Paid Time Off (FPTO), paid holidays, and parental leave, just to name a few!

Salaries for candidates outside the U.S. will vary based on local compensation structures.

What’s in It for You?

Impact the world of technology by pushing the boundaries of technology and business models, working at MariaDB. 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. You’ll be collaborating with high-caliber colleagues around the world, offering unparalleled learning and growth opportunities. We provide a very competitive compensation package, 25 days paid annual leave (plus holidays), stock options,  a massive degree of flexibility and freedom, and more.

How to Apply

If you are interested in this position, please submit your application along with your CV/Resume through our ATS Greenhouse on our MariaDB Careers site.

• 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 does not sponsor work visas or relocation.
• MariaDB is committed to providing accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
• MariaDB will not accept agency resumes without a prior contractual agreement with HR. Please do not forward resumes to any recruiting alias or employee directly. MariaDB is not responsible for paying any fees associated with any unsolicited submitted CV/Resumes.

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 everyday. 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

You'll be responsible for qualifying leads and contacting potential customers through a variety of cold outreach. Throughout your conversations, you will detect customer pain points, understand their context and how we can help them. Business Development Representatives play a key role in our growth by producing qualified sales opportunities.  MariaDB has a consistent track record of promoting BDRs, and we are looking for candidates who are excited about advancing their sales careers by revolutionizing the way data is stored and accessed. 

What you'll do:

• Identify high-potential businesses that would be a good fit to work with MariaDB 
• Develop territory with outbound (“cold”) prospecting
• Follow up with, qualify, and develop inbound leads via phone, email, and social media
• Work with the Sales and Marketing team to develop and lead inbound and outbound campaigns from idea-generation through to qualified call
• Develop strong sales and product knowledge
• Schedule sales discovery calls with prospective clients and MariaDB Account Executives
• Interact with IT and business decision makers via telephone and email
• Update lead and prospect activity in Salesforce to ensure effective lead management
• Set qualified introductory meetings for the Sales team
• Nurture early phase opportunities for future pipeline potential
• Exceed monthly and quarterly opportunity quota
• Build strong relationships with our marketing team and Account Executives, where we pull together to maximize the win for our business
• Invest in your self-development, focusing on the skills and attributes that will make you successful in your core role and get you set for future success
• Record and manage daily work in tools such as Salesforce and Salesloft

 What You'll Need:

• 1-3 years years of B2B Business Development experience
• BA/BS degree
• Outstanding communication and listening skills
• Be a self-starter with a track record of hitting and exceeding goals
• Time management skills and ability to work either independently or through coaching
• Desire to work in a fast-paced and high growth environment
• Passionate about cutting-edge technology with the aptitude to learn new and exciting IT software products, as well as, understand business critical solutions quickly

Location: Remote - USA or Austin, TX

Compensation:

The annual anticipated National U.S. base salary range for this full-time position is $52,500 - $70,000 USD. This is an hourly role; $52,500 - $70,000 USD equals a $25-$34 hourly range

Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies.

In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than the job description as posted. Salary is one component of MariaDB’s total rewards package, we also offer health insurance, life, and disability insurance, funds toward professional development resources, Flexible Paid Time Off (FPTO), paid holidays, and parental leave, just to name a few!

Salaries for candidates outside the U.S. will vary based on local compensation structures.

What’s in It for You?

Impact the world of technology by pushing the boundaries of technology and business models, working at MariaDB. 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. You’ll be collaborating with high-caliber colleagues around the world, offering unparalleled learning and growth opportunities. We provide a very competitive compensation package, Flexible Paid Time Off (plus holidays), a massive degree of flexibility, freedom, and more.

How to Apply

• If you are interested in this position, please submit your application along with your resume/CV through our ATS Greenhouse.
• MariaDB does not sponsor work visas or relocation.
• MariaDB is committed to providing accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
• MariaDB will not accept agency resumes without a prior contractual agreement with HR. Please do not forward resumes to any recruiting alias or employee directly. MariaDB is not responsible for any unsolicited resumes.
• MariaDB is an equal opportunities employer

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 everyday. 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

The Enterprise Account Executive is responsible for increasing sales from current and new MariaDB services within multiple customer segments. The ideal candidate will own the full sales cycles by engaging with customers continually throughout their adoption of MariaDB. A successful candidate will generate and maintain active engagements with customers and prospects, as well as consistently meet and exceed sales quotas. 

Responsibilities

• 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

Qualifications

• Sales hunter, focused on new and expansion business who is persistent, tenacious and self-disciplined with a track record of managing time efficiently and meeting personal goals
• Proven ability to manage large enterprise opportunities, while closing transactional business
• Ability to champion inside of key accounts
• Sales acumen to run complex sales cycles
• 7+ years’ database/data management, DBaaS or cloud sales experience
• Background in selling enterprise cloud database solutions preferred
• Experience selling open source software solutions is preferred 
• Proactive and optimistic spirit with strong interpersonal communication skills
• Demonstrated ability to effectively communicate the business value of complex enterprise solutions
• Experience with prospecting and opportunity development using tools such as Salesloft, Salesforce.com, Zoom, Marketo and Zoominfo
• Bachelor’s degree or equivalent practical experience

Bonus Experience and Skills

• Knowledge and understanding of cloud databases or data integration technologies
• Experience working with and managing partners in complex implementation projects including global system integrators and packaged software vendors
• Working understanding of relational, distributed and analytic databases
• Experience with large complex commercial and legal discussions working with procurement, legal and business teams
• Experience working at a growth startup
• Track record working effectively with internal, partner and customer teams

Location

Remote - New York or New Jersey

Compensation

The annual anticipated U.S. base salary range for this full-time position is USD $110,000.00 - $150,000.00, plus commissions.

Actual salaries may vary and fall outside of this range depending on factors such as a candidate’s qualifications, geographic location, skills, experience, and competencies.

In addition, we are often open to a wide variety of profiles, and recognize that the person we hire may be less experienced (or more senior) than the job description as posted. Salary is one component of MariaDB’s total rewards package, additional benefits include health insurance, life, and disability insurance, funds toward professional development resources, Flexible Paid Time Off (FPTO), paid holidays, and parental leave, just to name a few!

Salaries for candidates outside the U.S. will vary based on local compensation structures.

What’s in It for You?

Impact the world of technology by pushing the boundaries of technology and business models, working at MariaDB. 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. You’ll be collaborating with high-caliber colleagues around the world, offering unparalleled learning and growth opportunities. We provide a very competitive compensation package, 25 days paid annual leave (plus holidays), stock options,  a massive degree of flexibility and freedom, and more.

How to Apply

If you are interested in this position, please submit your application along with your CV/Resume through our ATS Greenhouse on our MariaDB Careers site.

• 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 does not sponsor work visas or relocation.
• MariaDB is committed to providing accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
• MariaDB will not accept agency resumes without a prior contractual agreement with HR. Please do not forward resumes to any recruiting alias or employee directly. MariaDB is not responsible for paying any fees associated with any unsolicited submitted CV/Resumes.