Job Details

• 💼 Revenue team 
• 📍 Vietnam
• 🕜 Full-Time Remote
  
• 🌐 Fluent in English and Vietnamese 

What you will do
You’ll be the face of Lighthouse for prospective clients, owning the full sales cycle from prospecting to close. This is a hunter role: you carry a quota, you build your own pipeline, and you’re accountable to outcomes and success. No excuses, just results.
What makes this different: you won’t do it alone. Lighthouse is deploying an agent AI infrastructure — Enablement, Pre-Sales, and Coaching agents — alongside a modern revenue stack. AI handles the prep, the sequencing, and the pattern recognition so you can focus on what matters — building relationships, running sharp discovery, and closing deals.
We work with structured sales methodology, like MEDDPICC to support high-quality deal execution. You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want to help you use modern tools to become a better seller and achieve great success. 

Where you will have impact

• Own your territory and your number. Build and execute a strategic territory plan to generate a net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for your results. Your quota is your commitment.
• Hunt and build a pipeline. Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role.
• Run a disciplined sales process. Using MEDDPICC to qualify and advance opportunities. Use the AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with evidence, not optimism. Leverage AI to make your days easier and focus on more selling time.
• Use AI as a force multiplier. Leverage the Enablement Agent for call prep, discovery frameworks, and positioning. Use the Coaching Agent to surface patterns in your pipeline and win rate. Push back on the tools when they’re wrong — help make the system smarter.
• Become a hospitality expert. We will help you understand revenue management workflows well enough to run ROI conversations without a pre-sales overlay on every deal. Position an integrated platform versus point solutions. Know the competitive landscape inside out.
• Drive results beyond net-new. Consistently meet and exceed sales targets through new business and by identifying expansion and upgrade opportunities within your accounts. Partner with Product to share market feedback and influence the roadmap. Represent Lighthouse at industry events to build the brand and your

About our team

You’ll join a global Revenue team of 150+ sales professionals across 24 countries. Our team works across the full Lighthouse product suite, helping hotels, chains, and hospitality groups achieve their commercial goals. It’s a collaborative, high-energy environment with real opportunities for career growth and the chance to learn from experienced leaders as we continue to expand our market share.

What's in it for you

• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, and training to maximize your professional potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 2–5 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenure.
• Self-directed, coachable, and driven to continuously improve. You seek feedback on your calls, your pipeline, and your positioning — and act on it within the next deal, not the next quarter.
• You treat AI tools as a core part of your selling motion, not a novelty. You adopt new tooling quickly and bend it to your style.
• Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals.
• Strong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite.
• You want to win. You prospect when it would be easier not to. You follow up one more time. You’re not okay with a bad quarter.

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

We are seeking a hardworking, driven Regional Sales Manager with initiative to lead the acquisition and renewal business in the enterprise market in Vietnam, Cambodia & Laos. Reporting to the Sales Director, you will execute a customer-centric sales strategy within your region, heavily focused on new customer acquisition, while managing and nurturing renewal business. You will work as an independent contributor, collaborating with sales engineering, marketing and other teams to close sales, win business and reach sales targets in region.

The successful Regional Sales Manager, 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. Candidates should be able to articulate the value proposition of open source software; and have a strong understanding of enterprise database markets, or extensive experience selling SaaS solutions within the data management space. An ideal candidate is both successful and ambitious, with a goal to grow revenue through new customer acquisition, combined with effective management of client renewals.

Responsibilities

• Meet or beat your Annual Sales Quota. ($1 million USD+)
• Identify, nurture and win net new enterprise sales opportunities.
• Develop account plans for your key accounts to retain and grow existing client revenue & renewals.
• Drive sales growth through effective enterprise customer and partner relationship management.
• Navigate complex sales processes by applying customer-centric selling and MEDDPICC.
• Collaborate closely with business development, presales, marketing and sales teams.
• Maintain an accurate, robust pipeline and forecast of business opportunities in Salesforce.com.

Qualifications

• Minimum of 5 years database/data management sales experience.
• Up to 10 years of consultative sales experience.
• A track-record of meeting or beating $1 million USD per annum sales quotas.
• 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 / renewal business.
• Effective sales acumen to run complex sales cycles.
• Results-driven, self-motivated and able to work autonomously.
• Strong executive presence and excellent communication skills at all levels.
• A proven history selling complex solutions at a senior level.
• Willing and able to undertake business travel, within your assigned region.
• Experience working effectively in a remote first, fast-paced environment.
• Vietnamese & English language fluency (verbal & written)

Bonus Experience and Skills

• Experience selling open source / cloud 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 Salesforce.com, Salesloft, and other sales & prospecting software

Location

Vietnam Remote (Ho Chi Minh or Hanoi)

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), a massive degree of flexibility and freedom, and more.

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.