Enterprise Product Advisor

The Opportunity

You'll be responsible for driving strategic outbound pipeline development, identifying high-value opportunities, and initiating contact with potential enterprise customers through sophisticated, multi-channel outbound campaigns. Rather than conducting traditional cold outreach from absolute zero, you will tap into a massive community of "open-source curious" prospects and active community users, leveraging their familiarity with MariaDB to initiate enterprise-grade conversations.

Throughout your conversations, you will map complex corporate structures, multi-thread across strategic accounts, detect deep customer pain points, and help these organizations understand how MariaDB’s enterprise solutions can solve their mission-critical data challenges. As part of our Product Advisors team, you will play a critical role in our growth by executing a rigorous outbound prospecting motion that directly builds pipeline and supports our Enterprise Sales team. MariaDB has a consistent track record of promoting from within, 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

• Strategic Account Mapping: Identify high-potential enterprise businesses and map complex corporate structures to identify key decision-makers who fit the MariaDB ideal customer profile.
• Enterprise Multi-Threading: Develop and execute rigorous territory plans using advanced outbound prospecting methodologies (phone, email, and social) to multi-thread across both technical and business stakeholders within strategic accounts.
• Community-Led Outbound Motion: Leverage open-source community interest, product downloads, and digital footprints to turn existing brand warmth into qualified enterprise sales cycles.
• Campaign Development & Alignment: Partner closely with the Marketing and Enterprise Sales teams to design, execute, and lead account-based outbound campaigns from initial strategy through to qualified transition.
• Complex Discovery: Schedule and facilitate high-level sales discovery calls, ensuring a seamless, deeply qualified handoff of prospects to Enterprise Sales Account Executives.
• Navigate Enterprise Orgs: Confidently interact with, engage, and influence senior IT leadership, architecture teams, and business decision-makers.
• Nurture & Build: Actively nurture early-phase enterprise opportunities, guiding community users toward the value of enterprise-grade support, scale, performance, and security.
• Data Hygiene: Meticulously update, track, and manage all lead and prospect activity in Salesforce and Salesloft to ensure flawless pipeline visibility.
• Exceed Targets: Consistently hit and exceed monthly and quarterly outbound opportunity quotas.

What You'll Need

• Experience: 2–4 years of dedicated B2B Business Development or outbound prospecting experience, with a proven focus on mapping and targeting enterprise accounts.
• Education: BA/BS degree.
• Communication: Outstanding active listening, communication, and storytelling skills, with the ability to hold peer-level conversations with technical executives and develop