Field Marketing Manager - NA

📋 Description

• • **About MariaDB:** MariaDB is a foundational technology powering applications used by billions worldwide. From daily banking and online shopping to critical enterprise systems, MariaDB is the backbone of modern applications. With a significant presence across Linux distributions, enterprise deployments, and public clouds, MariaDB is uniquely positioned as the leading database for contemporary application development, serving 75% of the Fortune 500 and impacting countless lives.
• • **The Opportunity:** To amplify MariaDB's impact in North America, we are seeking a proactive and results-oriented Field Marketing Manager. This role is pivotal in translating regional focus into tangible opportunity creation and accelerating deal momentum. You will be the primary marketing owner for the North American region, orchestrating a blend of events, Account-Based Marketing (ABM), campaign execution, and AI-driven relationship marketing. Your success will be measured by your ability to partner closely with Sales, Sales Development Representatives (SDRs), Product Marketing Managers (PMMs), and Partner/Channel Marketing teams to guide named accounts through the entire sales funnel, from initial interest to committed evaluation and purchase.
• • **Regional Plan & Ownership:** Develop and execute a comprehensive North American field marketing plan that directly supports MariaDB's strategic priorities, focusing on enterprise modernization and the adoption of MariaDB Cloud. This plan will involve sequencing initiatives across key segments and verticals, such as financial services, retail/e-commerce, and telecom/media, ensuring alignment with regional sales objectives and targeted named account lists. You will be responsible for managing the North American field marketing budget, including sourcing and negotiating with vendors, securing sponsorships, and overseeing the purchase order process.
• • **ABM & Account Orchestration:** Collaborate closely with the Sales team to implement tiered ABM strategies (1:1, 1:few, 1:many). This involves defining the Ideal Customer Profile (ICP), mapping buying committees (including roles like DBA, Platform Engineering, App Development, Architecture, Security, and Finance/IT leadership), and tailoring marketing plays for account entry, expansion, and competitive displacement. Leverage intent, fit, and product signals to prioritize accounts, personalizing content and outreach based on the buyer's journey stage.
• • **Events that Advance Deals:** Take ownership of the end-to-end execution of various event types, including trade shows, executive dinners, roadshows, meetups, and virtual events. Standardize and optimize the event lifecycle, from pre-event activation (invitations, sequenced outreach) and on-site lead capture (ensuring compliance and structured data collection) to post-event follow-up (delivering timely, persona-relevant, multi-channel engagement).
• • **Modern B2B Programs (AI + Relationship Marketing):** Orchestrate sophisticated buyer journeys by integrating AI capabilities for predictive account selection, content personalization, conversational follow-up, and automated recap/next-step summaries. Develop robust buyer enablement resources, including curated content hubs, solution blueprints, ROI and migration tools, and mutual action plans designed to empower buying committees and facilitate confident decision-making. Activate community and developer touchpoints, such as OSS meetups and user groups, to foster advocacy and generate pipeline adjacency.
• • **Customer Evidence & Advocacy:** Partner with Sales and Customer Success teams to identify key customer champions and develop compelling case studies, customer stories, and use cases that resonate with target personas and verticals. Package this valuable proof for field utilization (e.g., slides, one-pagers, short videos, talk tracks), ensuring assets are kept current with measurable outcomes and clear before-and-after states.
• • **Campaign Localization:** Adapt global marketing plays and develop region-specific programs for MariaDB's core offerings, including Enterprise Server, Xpand, MariaDB Cloud, and MaxScale. Tailor campaigns by vertical, with a strategic focus on Financial Services, Telecom/Media, and eCommerce/Retail. Collaborate with PMM to translate technical value propositions into sharp, persona-driven narratives and align proof points, references, and enablement assets accordingly.
• • **Partner & Marketplace Motion (Collaborative):** Work closely with Partner and Channel Marketing stakeholders to ensure alignment between North American field activities and existing partner programs. Integrate with hyperscaler, SI/ISV, and marketplace initiatives to amplify reach, achieve economies of scale, and execute repeatable plays, such as co-hosted events, co-sell days, and joint content creation.
• • **Sales/SDR Alignment:** Establish and maintain a weekly operating cadence with Regional Vice Presidents (RVPs) and first-line sales managers. Define clear handoffs with SDR leadership, including lead definitions, follow-up timing, disposition codes, and lead recycling processes, ensuring a tight feedback loop for continuous improvement.
• • **Measurement & Continuous Improvement:** Adopt a metrics-driven approach, utilizing data to drive decisions and taking full accountability for reporting on key performance indicators such as lead conversion rates, opportunity creation, pipeline progression, program health, and actionable learnings. Champion data hygiene and multi-touch attribution models, continuously testing, iterating, and scaling successful strategies.
• • **What You'll Bring:** Proven experience owning field or regional marketing initiatives in North America, with a demonstrated ability to translate strategic plans into pipeline generation through events, ABM, and integrated campaigns. You are highly proficient in ABM principles, capable of tiering accounts, mapping buying committees, tailoring programs by stage, and fostering strong partnerships with Sales. You are data-driven, attribution-aware, comfortable with dashboards, and accountable for reporting and continuous improvement. You possess hands-on experience with CRM and marketing automation platforms (e.g., Salesforce, Marketo, HubSpot), ABM platforms (e.g., 6sense, Demandbase), webinar tools, and data analytics tools. You are adept at leveraging AI to prioritize accounts, personalize content, and accelerate follow-up. You can effectively differentiate between decision-makers and practitioners, speaking the language of each persona. You are a proactive, problem-solving individual with a collaborative spirit, capable of identifying gaps, proposing solutions, and executing rapidly. Strong organizational skills and transparency are essential, with a preference for structured planning and the use of project management tools (e.g., Monday.com, Asana, Notion) to build clear, efficient processes that ensure stakeholder alignment.
• • **Nice to Have:** Experience marketing to database, cloud, or developer audiences; familiarity with OSS/community programs; exposure to hyperscaler and SI/ISV motions; and experience with marketplace co-sell strategies. Additionally, public sector experience in the U.S. (Federal and SLED) and Canada, including understanding procurement cycles, RFP/RFI processes, compliance requirements, and stakeholder navigation, would be highly beneficial.
• • **Why Join Us?:** Become an integral part of MariaDB's growth trajectory, directly influencing our success in a vital market. We offer a competitive salary, a comprehensive benefits package, and the opportunity to collaborate with a dynamic and innovative global team. If you are a strategic thinker passionate about driving results and building strong relationships, we encourage you to apply.
• • **Location:** This is a remote position within the United States. Preference will be given to candidates located in the Eastern or Central time zones to facilitate collaboration during standard business hours (9:00 AM - 5:00 PM ET).
• • **Compensation:** The anticipated annual base salary range for this full-time position is USD $120,000 - $140,000. Actual salaries may vary based on qualifications, geographic location, skills, experience, and competencies. This range is one component of MariaDB’s total rewards package, which also includes health insurance, life and disability insurance, funds for professional development, Flexible Paid Time Off (FPTO), paid holidays, parental leave, and significant flexibility and autonomy.