Enterprise Account Executive - GridGain - Northeast

📋 Description

• • Drive the full sales cycle for MariaDB and GridGain enterprise solutions, engaging with both new and existing customers to expand adoption and revenue.
• • Generate and maintain an active, accurate sales pipeline and forecast using CRM tools such as Salesforce.com, Salesloft, Zoom, Marketo, and Zoominfo.
• • Close complex enterprise deals while also managing transactional business, demonstrating proficiency in both large-scale and high-volume sales environments.
• • Understand and articulate the technical requirements and certifications relevant to prospects and customers, aligning solutions with their infrastructure and compliance needs.
• • Develop and execute a strategic sales plan for assigned territories that aligns with MariaDB’s overall business objectives and growth direction.
• • Conduct regular business reviews with senior management to present quarterly sales strategies, performance metrics, and pipeline health.
• • Proactively follow up with leads within company SLAs using multi-channel outreach including phone, email, and social media.
• • Champion MariaDB and GridGain solutions internally within key accounts to influence decision-making and secure buy-in across technical and executive stakeholders.
• • Collaborate effectively in a fast-paced, cross-functional environment with marketing, product, and customer success teams to accelerate deal velocity.
• • Travel up to 20% to meet with customers, partners, and attend company events across the United States.
• • Maintain deep knowledge of cloud databases, data integration technologies, and open source software sales models to effectively position MariaDB’s offerings.
• • Navigate complex commercial and legal negotiations involving procurement, legal, and finance teams to close high-value enterprise contracts.
• • Build and manage relationships with global system integrators and packaged software vendors to expand go-to-market reach and enable partner-driven sales.
• • Demonstrate a persistent, tenacious, and self-disciplined approach to sales, consistently meeting or exceeding personal and team quotas.
• • Communicate the business value of enterprise-grade database and in-memory computing solutions to non-technical executives and decision-makers.
• • Leverage proactive and optimistic communication skills to build trust, manage objections, and drive customer engagement throughout the sales journey.