Director, Sales - Europe

Описание вакансии

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 Director, Sales - Europe will lead and scale revenue growth across Europe for a database and open-source technology company. This executive will be responsible for building a high-performing regional sales organization, expanding enterprise adoption, and monetizing open-source and cloud offerings through subscriptions, support, and services.

The ideal candidate brings deep experience selling complex infrastructure or data platforms, understands open-source business models, cloud and SaaS, and can balance community-driven adoption with enterprise sales execution.

What You'll Do

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

What You'll Bring

• 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

Preferred Qualifications

• 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

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. We provide a very competitive compensation package, 25 days paid annual leave (plus holidays), a massive degree of flexibility and freedom, and more.

How to Apply

If you are interested in this position, please submit your application along with your CV/Resume through our ATS Greenhouse on our MariaDB Careers site.

• At MariaDB we celebrate the diverse experiences and perspectives of our employees because this drives innovation and success. MariaDB is an equal opportunity employer dedicated to creating a welcoming and inclusive workplace for everyone.
• 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 paying any fees associated with any unsolicited submitted CV/Resumes.