• Build and run the NA field plan supporting MariaDB priorities: enterprise modernization and adoption of MariaDB Cloud. • Sequence initiatives by segment and vertical (e.g., financial services, retail/e-commerce, telecom/media) aligned to regional sales goals and named account lists. • Own the NA field budget; source and negotiate vendors and sponsorships; manage POs. • Partner with Sales on tiered ABM (1:1, 1:few, 1:many). Define ICP, map buying committees (DBA, Platform Eng, App Dev, Architecture, Security, Finance/IT leadership), and tailor plays for entry, expansion, and competitive takeout. • Use intent, fit, and product signals to prioritize accounts; personalize content and outreach by stage. • Own end-to-end execution of trade shows, executive dinners, roadshows, meetups, and virtual events. • Standardize pre-event activation (invites, sequences), on-site capture (compliant, structured), and post-event follow-up (fast, persona-relevant, multi-channel). • Orchestrate buyer journeys with AI assistance: predictive account selection, content personalization, conversational follow-up, and automated recap/next-step summaries. • Build buyer enablement: curated content hubs, solution blueprints, ROI/migration tools, and mutual action plans that help committees progress confidently. • Activate community and developer touchpoints (OSS meetups, user groups) to drive advocacy and pipeline adjacency. • Partner with Sales and Customer Success to identify champions and develop case studies, customer stories, and use cases that match target personas and verticals. • Package proof for field use (slides, one-pagers, short videos, talk tracks) and keep assets fresh with measurable outcomes and clear before/after states. • Localize global plays and create region-specific programs for Enterprise Server, Xpand, MariaDB Cloud, and MaxScale. • Tailor by vertical, focusing on Financial Services, Telecom/Media, and eCommerce/Retail. • Collaborate with Partner & Channel stakeholders to align NA field activities with partner programs. • Plug into hyperscaler, SI/ISV, and marketplace motions to amplify reach, create economies of scale, and run repeatable plays (co-hosted events, co-sell days, joint content). • Run a weekly operating cadence with RVPs and first-line managers; set clear handoffs with SDR leadership (definitions, follow-up timing, dispositions, recycling) and maintain a tight closed loop. • Be metrics-driven to the core, live in the data, own the numbers, and report with full accountability on lead conversion, opportunity creation, stage progression, program health, and learnings. • Champion data hygiene and multi-touch attribution; test, iterate, and scale what works.