About this role.
EDB is seeking a Senior Account Executive to grow revenue and win new business in the U.S. Federal Civilian market. The role owns strategic account planning, pipeline generation, value-based proposals, and coordinated team selling for EDB's Postgres data and AI platform. Candidates need at least five years of success selling to federal civilian stakeholders and a record of exceeding sales and revenue goals. This is a remote U.S. role with approximately 25% travel and substantial responsibility for quarterly and annual deal execution.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I start by segmenting agencies and accounts by mission priorities, modernization initiatives, incumbent technologies, and buying paths. I map technical, business, procurement, and partner stakeholders, then combine targeted outreach with VAR, OEM, and systems-integrator relationships to create relevant entry points. I track conversion rates by account and buying stage so I can adjust coverage and maintain enough qualified pipeline to support quota.
I established a mutual close plan that documented the customer’s business problem, success criteria, stakeholders, evaluation milestones, commercial process, and target decision date. I worked with solution engineers to validate the technical fit and translated the results into a business case tied to measurable mission and operational outcomes. Regular executive alignment and early procurement engagement helped resolve risks before the final approval stage.
I would begin with discovery around the agency’s mission, current architecture, risk profile, data growth, security requirements, and modernization timeline. I would connect EDB’s enterprise-grade Postgres capabilities to outcomes such as resilient availability, stronger controls, improved observability, reduced platform complexity, and flexibility across cloud environments. The proposal would use the customer’s own priorities and success metrics rather than relying on generic product claims.
I create a shared account plan that clarifies the customer objective, each partner’s influence and capability, joint actions, rules of engagement, and measurable next steps. I enable partners with a concise value narrative and qualification criteria, while maintaining direct ownership of the customer relationship and forecast. I also review pipeline quality regularly to ensure partner activity is creating real progress rather than unqualified referrals.
I maintain separate but connected views of near-term commit opportunities, upside deals, and longer-term account development. Weekly deal inspections focus on next steps, decision process, risks, and executive sponsorship, while quarterly account reviews refresh stakeholder maps, whitespace, partner strategy, and expansion opportunities. This cadence protects forecast accuracy without sacrificing the strategic work required for future growth.
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
The Senior Account Executive will focus on formulating and executing a strategy within the Federal Civilian market, resulting in revenue growth in existing accounts and new customer acquisition.
Responsibilities
- Meet and exceed sales quota through outbound/inbound leads strategically selling the value of EDB’s products to key decision makers
- Build strong relationships with prospects, VAR’s, OEM partners, and FSI’s resulting in net new pipeline generation and growth opportunities
- Establish and expand knowledge of our products, competitors and industry trends
- Build business cases to establish value: develop and present proposals to customers with information that demonstrates the ability of the EDB solution to meet the customers’ mission objectives
- Develop account plans whereby utilizing the EDB ecosystem to build quality pipeline and develop concise close plans
- Drive account strategies and coordinate team selling efforts to close business on a quarterly and annual basis
- Proven track record of penetrating accounts, reaching decision-makers, and closing business
Qualifications:
- Minimum of 5 years experience with successfully meeting sales and revenue goals to Key Stakeholders within the Federal Civilian market
- Proficient in creating pipeline, developing and executing close plans that overachieve sales and revenue goals
- Excellent time management and organizational skills.
- Self starter with a passion to lean on and work with the EDB ecosystem.
- Highly motivated and goal oriented.
- Proven track record of penetrating accounts, reaching decision-makers, and exceeding financial goals.
- Travel required: ~25%
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.
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