Account Executive (Public Sector)

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

Your primary responsibility will be to lead the development of large/strategic Federal, government agencies, or public institution opportunities in the public sector. You will play a key role in MariaDB’s rapid market expansion and will help establish MariaDB as the most important open source cloud database for the broadest set of government use cases. You will focus on prospecting, qualifying, selling and closing new business to existing and net new customers in the Public Sector area. You will bring a Point of View to the Customer engagement; use all resources to solve customer problems and will engage with prospects and customers at varying levels within the public sector. You will build and nurture accounts, drive demand generation and influence broad adoption of MariaDB open source/cloud database solutions across DOD, Intelligence, Federal Civilian, and SLED markets.

What you’ll do:

• Sales Strategy and Execution:
• Develop and implement a strategic sales plan to achieve revenue targets and market penetration within the public sector
• Identify and pursue new business opportunities within government agencies, educational institutions, and other public sector entities
• Drive the entire sales process from lead generation to closing, ensuring a high level of customer satisfaction and engagement
• Relationship Management:
• Build and maintain strong, long-term relationships with key decision-makers and stakeholders within the public sector
• Serve as the primary point of contact for public sector accounts, providing expert advice and support throughout the sales cycle
• Understand and address the unique needs and requirements of public sector clients, including compliance and regulatory considerations
• Key evangelist for MariaDB representing MariaDB across all government events, forums and conferences constantly introducing MariaDB to new audiences
• Market and Customer Insights:
• Stay informed about public sector trends, policies, and procurement processes to effectively position MariaDB's solutions
• Conduct market research to identify potential opportunities and inform sales strategies
• Analyze customer feedback and market conditions to refine sales approaches and improve offerings
• Be the voice of the public sector customers within MariaDB ensuring our products and solutions align to best meet the needs of this market
• Proposal and Contract Management:
• Prepare and present compelling proposals, RFP responses, and presentations tailored to the needs of public sector clients
• Negotiate contracts and agreements, ensuring alignment with company policies and public sector regulations
• Collaborate with internal teams to ensure timely and accurate delivery of solutions
• Collaboration and Reporting:
• Work closely with marketing, product, and customer support teams to ensure alignment and support for public sector sales efforts
• Track, assess, and report on business development against goals, and make appropriate adjustments to programs and tactics
• Provide regular updates and reports on sales activities, pipeline status, and market conditions to management
• Participate in public sector industry events, conferences, and networking opportunities to enhance brand presence and build relationships

What you’ll need:

• Bachelor’s degree in Business, Public Administration, or a related field; advanced degree preferred
• Minimum of 8-10 years of demonstrated progressive experience in sales of complex enterprise technology/software solutions
• Public Sector industry and/or government accounts experience required
• Proven track record of exceeding sales target and managing complex sales cycles in the public sector
• In-depth knowledge of public sector procurement processes, regulations, and decision-making frameworks
• Strong understanding of MariaDB's products and services and how they align with public sector needs
• Experience bringing new solutions to market within a start-up environment. Strong ability to interact and influence effectively with all C-level executives and key gov’t stakeholders.
• Excellent communication, negotiation, and presentation skills
• Ability to work independently and as part of a team in a fast-paced, dynamic environment
• Proficiency in CRM software and sales tools; familiarity with government procurement systems is a must
• Strong experience building relationships and managing business development within DOD, Intelligence, and Federal Civilian agencies as well as the resellers and SI servicing these end users

Location: Remote in Washington DC, Virginia or Maryland

Compensation:

The annual anticipated U.S. base salary range for this full-time position is USD $80,000.00 - $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, which (subject to eligibility requirements) may include equity ownership, health insurance, life, and disability insurance, funds toward professional development resources, Paid Time Off (PTO), paid holidays, and parental leave, just to name a few!

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.

How to Apply

• If you are interested in this position, please submit your application along with your resume/CV.
• 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.