[All remote jobs](https://jobicy.com/jobs.md)Open role[![EDB logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/6c7d3949-221.png)](https://jobicy.com/company/edb.md)Remote opportunity at[EDB](https://jobicy.com/company/edb.md) # Senior Account Executive Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/edb.md)Share27 Aug 2026Published29Listing views3Application actions26 Sep 2026Apply before Opportunity details ## About this role. AI SummaryEDB is hiring a Senior Account Executive to drive enterprise software revenue with major Japanese customers from Tokyo. The role owns high-touch new-logo acquisition, expansion, subscription sales, consulting-services opportunities, pipeline management, and accurate forecasting. Success depends on deep experience selling database or infrastructure software, navigating complex enterprise buying groups, and working through Japanese system integrators, distributors, and channel partners. The successful candidate will collaborate across regional and global teams while managing account plans and customer information in Salesforce. This is a senior, quota-carrying enterprise sales position in a competitive data-platform market. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThe position requires more than 10 years of complex enterprise sales experience, including five years of database selling and established familiarity with Japanese customers, distributors, and partners. It carries direct responsibility for revenue performance, strategic accounts, complex partner-led transactions, and highly accurate forecasts. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$250,000US market range$180k–$350k0$385k AI insightNo actual salary, base-pay range, OTE, or other candidate compensation is disclosed in the posting. These figures are estimated US-market annual total-cash compensation for a senior enterprise software Account Executive with database/infrastructure specialization; actual Japan-based compensation may differ materially by local market, quota, commission plan, and benefits. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[Account management](https://jobicy.com/jobs?search_keywords=Account%20management.md)[Software-as-a-service sales](https://jobicy.com/jobs?search_keywords=Software-as-a-service%20sales.md)[Database software](https://jobicy.com/jobs?search_keywords=Database%20software.md)[PostgreSQL](https://jobicy.com/jobs?search_keywords=PostgreSQL.md)[Channel partner management](https://jobicy.com/jobs?search_keywords=Channel%20partner%20management.md)[System integrators](https://jobicy.com/jobs?search_keywords=System%20integrators.md)[New business development](https://jobicy.com/jobs?search_keywords=New%20business%20development.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md) Sample interview questionsDescribe how you would build a territory plan for large Japanese enterprise accounts.I would segment accounts by strategic fit, installed technology, modernization triggers, partner relationships, and revenue potential. I would create account hypotheses, map executive and technical stakeholders, align named partners, and set measurable pipeline, coverage, and next-step targets for each priority account. How have you sold a disruptive infrastructure or database solution against an incumbent platform? I start by understanding the customer's operational, cost, resilience, and innovation constraints rather than leading with product features. I build a quantified business case, validate technical requirements with specialists, address migration risk early, and use an agreed mutual action plan to create confidence in the change. What is your approach to working with distributors, resellers, and system integrators while retaining direct customer engagement? I define a joint account plan with clear roles, deal-registration rules, commercial ownership, and customer-value objectives. I remain closely engaged with customer stakeholders and orchestrate the partner's delivery, procurement, and local-market strengths to move the opportunity forward. How do you maintain forecast accuracy in a long, complex enterprise sales cycle? I qualify each opportunity against verified business pain, decision process, funding, stakeholders, technical validation, partner readiness, and a customer-confirmed timeline. I regularly inspect gaps, record evidence in CRM, and adjust forecast category promptly when customer actions no longer support the close date. Give an example of how you would position consulting services alongside a software subscription. I would connect services to a specific adoption outcome, such as migration planning, high-availability architecture, performance optimization, or enablement. By showing how expert services reduce implementation risk and accelerate time to value, I position them as a strategic component of customer success rather than an add-on. A Little About Us EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media and information technology companies. EDB’s data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidence of up to 99.999% high availability with mission critical capabilities built in such as security, compliance controls, and observability. For more information, visit [www.enterprisedb.com](http://www.enterprisedb.com/) Sr. Account Executive – (Enterprise Sales), Japan EnterpriseDB (EDB) is looking for an experienced and successful seller to grow the revenue in the chosen territory/market The successful candidate will work closely with Sales team and should have a successful track record in selling Enterprise software solutions to commercial and/or government markets. They will have had extensive experience of selling. What your impact will be: Sales Execution Performance: * Achieve plan and overall revenue targets for your region (New Recurring Revenue, Renewal Recurring Revenue and Consulting Services). * Identifying, qualifying, develop and close new opportunities for software subscriptions and associated consulting services. * Ensure on-going optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition based on market needs and opportunities. * Create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (employees, customers, shareholders). * Interact and work effectively with all regional and global resources to maximise customer success and company revenue growth throughout the region. * Person will be assigned Japanese major large customers in the industry as per the territory and will drive business from that territory. * Sales motion is “High Touch!, meaning that he/she will directly contact with customer and increase our opportunities there. * All EDB transactions will be though partners and then to EDB. Collaboration: * Work with your leadership and management of the sales function, setting a unified direction for the team based on global organisational guidance and ensure priorities are clear at all times. * Proactively seek out and seize opportunities to collaborate with partners across the region to ensure the voice of the customer influences our efforts and investments in product, innovation and proposition development. * Establish strong partnerships across matrixed functions to collaborate on solutions that help remove roadblocks/barriers to sales execution. * Manage account and contact information through the entire sales lifecycle process using [Salesforce.com](http://salesforce.com/) and other related selling tools: ensure that the sales team maintains detailed account profiles, account plans and prepares sales and activity reports as required. * Properly and effectively manage your forecast and roadmap of opportunities, setting accurate quarterly and annual expectations for delivery with very little variance. What you will bring: * 10+ years of hands-on experience as a seller with Japanese Customers in high touch sales of IT solutions in a highly complex and competitive marketplace with focus on Japan region. * 5+ Years into database selling for Enterprise Customers. * Experience with understanding of subscription based models & working with System Integrators & Partner. * Person should be familiar with working with Japanese large customers as well as working with Japanese distributor of softwares and SelIers to the customers. * Collaboration with Japanese software distributor and Sellers are required. * Strong, tested sales experience in high growth organizations focused on landing new logo’s and maximising customer expansion. * Experience in a disruptive market approach selling infrastructure software that displaces older technologies a plus. * Experience selling open source software a plus. * Solutions sales approach with a deep understanding and appreciation for the value of packaging consulting services to drive greater differentiation, value and success. * Graduate degree a must, Post graduate degree a plus. * Ability to foresee, interpret and rapidly respond to market changes by adjusting strategies and realigning priorities and resources accordingly. * Demonstrated ability to work collaboratively and resolve conflict across different functional areas in a highly matrixes organisation as well as with external stakeholders. * Advanced written and verbal communication skills. * Strong business and analytical acumen. EDB is committed to supporting our employees’ overall well being by offering a range of benefits and resources to promote a healthy work-life balance and wellness. We provide access to CuraLinc to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2026! Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits. We know it takes a unique mix of people and skills to help us in our mission to supercharge Postgres, and we understand that not everyone will check every box. We’d love to hear from you and we want you to apply! EDB is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. EDB was built on a commitment to trust and respect each other and to embrace an array of people and ideas. These values remain at the center of our culture and are key to our company’s integrity. EDB does not seek or accept unsolicited resumes or CVs from recruitment agencies. EDB and its affiliates are not responsible for, and will not pay, any fees, commissions, or any other similar payment related to unsolicited resumes or CVs except as required in a written signed agreement between EDB and the recruitment agency or party requesting payment of a fee. #LI-Remote Show more [Apply now >](https://jobicy.com/jobs/151845-senior-account-executive-2.md) > Annual salary information is not provided for this position. 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