Manager, Enterprise Product Advisor Team

About this role

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.

Manager, Enterprise Product Advisors

Department: Sales / Business Development Reports To: VP of Sales / VP of Sales Development Location: Remote and/or Austin, TX Employment Type: Full-Time

The Opportunity

We are looking for a Manager, Enterprise Product Advisors to 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 — the team responsible for qualifying leads and engaging potential customers through a variety of warm and cold outreach.

You will lead a team that detects customer pain points, understands prospect context, and articulates how MariaDB's technology can help — turning outbound prospecting and inbound marketing engagement into qualified pipeline for the business. This is a critical growth leadership role: EPAs are a proven pipeline into Account Executive careers at MariaDB, and this Director will be responsible for building the team, the process, and the talent pipeline that fuels that growth engine.

What You'll Do

Team Leadership & Development

• 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.

Pipeline Strategy & Execution

• 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.

Cross-Functional Partnership

• 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.

Systems, Process & Reporting

• 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.

What You'll Need

• 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.

Location: Remote and/or Austin, TX

Compensation:

The annual anticipated U.S. base salary range for this full-time position is USD $100,000 - $140,000 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. Sa

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