Manager, Enterprise Product Advisor Team

MariaDB is a database technology company that powers applications for organizations ranging from small businesses to 75% of the Fortune 500. The Manager, Enterprise Product Advisors will build, lead, and scale a prospecting team responsible for qualifying leads and generating sales opportunities. The role oversees team development, pipeline strategy, cross-functional alignment, sales systems, performance reporting, and quota attainment.

Responsibilities:

• 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
• 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
• 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
• 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

Requirements:

• 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