Liquibase

Sales

• Hire, coach, and develop Sales Engineers (pre-sales) and Technical Advisors (post-sales), building a single technical talent bench that can flex across the customer lifecycle
• Set clear goals, career paths, and technical enablement plans for both disciplines
• Establish team KPIs across both functions: win rates and POC-to-close conversion (pre-sales), and time-to-value, adoption, and technical health scores (post-sales)
• Own the technical sales motion: discovery, solution architecture, demos, and proof-of-concept execution for prospective customers
• Ensure Sales Engineers can clearly translate Liquibase's technical capabilities into business value for prospects across a range of database and DevOps environments
• Partner with Sales leadership to drive higher win rates and shorten sales cycles through strong technical leadership
• Own the technical onboarding, implementation, and adoption journey for new and existing customers
• Partner with Customer Success leadership to identify and resolve technical adoption blockers that put renewals or expansion at risk
• Partner with Product and Engineering to represent the voice of the technical customer in roadmap discussions, and to escalate and track product gaps surfaced during sales cycles or implementations
• Build reusable technical assets: demo environments, POC frameworks, reference architectures, and implementation playbooks
• Report on technical team performance, deal support impact, and adoption outcomes to executive leadership

Technical Director – Pre and Post-Sales

Sales Development Rep

• Respond to inbound inquiries within five minutes whenever possible.
• Qualify prospects against our ideal customer profile and schedule discovery meetings with the appropriate Account Executive.
• Convert inbound interest into broader account engagement by identifying additional stakeholders, business units, and buying centers.
• Prospect into strategic target accounts through phone, email, LinkedIn, and other outbound channels.
• Leverage intent data, website engagement, Community users, webinar attendees, and marketing programs to prioritize outreach.
• Book qualified meetings that generate pipeline across new logo opportunities.
• Partner closely with Marketing on campaigns, webinars, events, and account-based marketing programs.
• Work alongside Account Executives to build account strategies and multi-thread opportunities.
• Maintain accurate activity, account, and opportunity data in HubSpot and other sales tools.
• Share feedback on messaging, objections, competitive intelligence, and lead quality to improve go-to-market programs.

Sales Development Representative

Account Executive

• Solving an interesting problem, and working cross-functionally to build value above the community solution
• Opportunity creation & pipeline management
• Development and execution of territory plan
• Management of opportunities and sales process
• Relationship development with technical and executive-level contacts in Fortune 500 customers & prospects
• Negotiation and closing of new customer contracts
• Revenue forecasting
• Quota attainment for assigned territory
• Maintaining customer, pipeline, and deal information in HubSpot

Enterprise Account Executive

Sales Engineer

• Actively working with Regional Sales Managers to develop account plans combining business & technology strategies.
• Taking accountability for all technical issues during a pre-sales engagement with potential customers.
• Managing the "technology" side of the sales process developing technical strategies and tactics for Liquibase solutions, resolving all technology issues throughout an enterprise sales cycle.
• Developing & delivering customer-specific solution-oriented presentations and demonstrations.
• Demonstrating Liquibase solutions and technology to all levels within an organization.
• Developing strategies, manage and assist execution of solution evaluations proving your solution actually fulfills the business objectives & technical requirements.
• Understanding prospects’ business processes, information flows, business/technical issues and challenges, and competitive pressures.
• Uncovering specific business/technical problems and design solutions that link to clearly defined business value by applying Liquibase products toward solving those problems.
• Architecting innovative solutions leveraging 3rd party and Liquibase technologies that lead to new use cases and revenue opportunities.
• Remaining a current contributor to team-learning initiatives and activities.

• Opportunity creation & pipeline management for mid-market customers
• Development and execution of territory plan
• Management of opportunities and sales process
• Outbound prospecting/Lead generation
• Meet/exceed assigned revenue goals
• Maintaining customer, pipeline, and deal information in HubSpot
• Align with VP of Sales for territory strategy and plan of attack
• Working with Demand Generation team to drive customer adaptation and expansion opportunities

Technical Director – Pre and Post-Sales

Sales Development Representative

Enterprise Account Executive

Sales Engineer

Mid-Market Account Executive