MariaDB plc - Director, Sales - Europe
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Requirements
• 10+ years of B2B sales experience, including 5+ years in senior sales leadership • Proven success selling databases, data infrastructure, cloud platforms, or open-source software • Experience leading enterprise sales teams across multiple EMEA countries • Strong understanding of open-source monetization models and developer ecosystems • Track record of building predictable revenue in complex technical markets • Experience at an open-source or database company (e.g., data platforms, DevOps, cloud-native) • Background in selling both self-managed and cloud/SaaS offerings • Experience working with system integrators, hyperscalers, and technology partners • MBA or equivalent business education • Location: Hybrid - UK - London, England • Location:
Responsibilities
• Revenue & Growth Strategy • Own the Europe revenue number across enterprise, commercial, and strategic accounts • Define and execute a regional sales strategy aligned with open-source and cloud GTM models • Drive growth across subscriptions, support, managed services, and enterprise licensing • Identify expansion opportunities within existing customers and new enterprise accounts • Lead pricing, packaging, and contract strategy in partnership with global leadership • Sales Leadership & Team Building • Build, lead, and scale a distributed Europe sales organization (RVPs, Sales Directors, AEs, SEs) • Foster a culture of collaboration between Sales, Sales Engineering, and Developer Relations • Coach teams on selling value beyond open-source (security, scale, reliability, compliance, support) • Recruit and retain top talent experienced in infrastructure, data, and developer-focused sales • Open-Source & Developer-Led GTM • Align sales execution with community-led adoption and product-led growth motions • Partner closely with Developer Advocacy and Product teams to convert usage into revenue • Ensure sales teams engage developers, architects, and executives effectively • Respect and reinforce open-source principles while driving commercial outcomes • Enterprise & Strategic Selling • Lead complex, multi-stakeholder enterprise deals with long sales cycles • Build executive relationships with CIOs, CTOs, data leaders, and platform teams • Support key customer negotiations, renewals, and strategic expansions • Represent the company at industry events, conferences, and customer forums • Cross-Functional Collaboration • Partner with Marketing on demand generation, field marketing, and regional campaigns • Work with Product and Engineering to relay market feedback and influence roadmap • Collaborate with Customer Success to drive renewals, expansions, and customer advocacy • Ensure tight alignment with Finance and RevOps on forecasting and planning • Forecasting & Operations • Own Europe forecasting, pipeline management, and quota attainment • Implement disciplined sales processes, CRM accuracy, and data-driven decision-making • Optimize territory design, capacity planning, and sales efficiency
Benefits
• 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.
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