OEM Account Executive

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

The OEM Account Executive is a senior-level individual contributor role that demands strategic acumen, strong interpersonal skills, energy, and a results-driven mindset.  As a hybrid OEM "hunter/farmer", this role focuses primarily on acquiring new customers and integrating MariaDB into OEM solutions/products, which are then commercialized to end-customers. The ideal candidate will have a proven track record in direct or OEM/MSP sales within the SaaS space and strong expertise in engaging product management and engineering stakeholders.

What you’ll do:

• Strategize and Execute: Develop and implement a comprehensive OEM sales plan for your region, targeting key accounts for both acquisition and expansion.
• Pipeline Development: Actively prospect and engage with OEM/MSP target accounts, connecting with senior leaders in product development, engineering, and other critical stakeholders to build and maintain a robust pipeline of opportunities.
• Sales Cycle Management: Effectively navigate complex sales cycles, clearly articulating the value of our generative integration platform to decision-makers.
• Relationship Building: Establish and maintain key relationships across assigned accounts, engaging stakeholders at all levels-from technical contributors to C-suite executives, including CTOs, CPOs, and product and engineering leaders.
• Solution Collaboration: Work closely with your assigned Sales Engineer or Solution Architect to design and deliver tailored business solutions that address the specific needs of OEM customers.
• Operational Excellence: Maintain accurate and disciplined opportunity and activity tracking in Salesforce to ensure alignment and accountability.
• Customer Success Partnership: Collaborate with the customer success team to nurture long-term, successful, and referenceable customer relationships.

What you’ll need:

• Proven Sales Success: At least 8 years of demonstrable success in selling embedded enterprise Software-as-a-Service (SaaS) solutions, particularly within IT technology or data-focused organizations.
• Industry Expertise: Experience selling to Technology Platform Providers, SaaS and On-Premises, Global ISVs, and Consulting firms.
• Sales Leadership: Expertise in managing the entire sales cycle, engaging stakeholders from business/IT champions to C-level executives.
• Contract Negotiation: Skilled in negotiating favorable, value-based, multi-year contracts for complex solutions.
• Quota Achievement: A consistent track record of meeting or exceeding sales quotas.
• Relevant Training: Sales Methodology training and experience with SaaS technology, database and or applications, supported by strong customer references.
• Executive Presence: Polished and poised, with an executive presence that conveys credibility and confidence.
• Exceptional Communication: Outstanding written and verbal communication skills.
• Open Source: Prior experience with Open Source software is a nice to have

Location:  Remote US

Compensation:

The annual anticipated U.S. base salary range for this full-time position is USD $120,000 - $180,000 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. 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, Flexible Paid Time Off (FPTO), paid holidays, and parental leave, a massive degree of flexibility and freedom, and more.

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.