About this role.
EDB is seeking an Enterprise Account Executive to win net-new enterprise business for its Postgres data and AI platform. The role owns strategic territory planning, outbound prospecting, executive-level value selling, full sales-cycle execution, forecasting, and complex contract negotiations. Candidates need at least five years of enterprise B2B hunting experience, a record of quota attainment, and the ability to navigate long, multi-stakeholder sales cycles. This is a remote United States sales role focused on creating pipeline and closing high-value enterprise opportunities.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I segment the market by ideal customer profile, business triggers, technology environment, and account potential. I then prioritize target accounts, map buying committees, define outreach plays, establish pipeline targets, and review conversion metrics regularly to adjust investment.
I begin with a clear mutual action plan that identifies stakeholders, business outcomes, evaluation criteria, risks, and decision dates. I maintain executive alignment, document next steps in the CRM, validate technical and commercial requirements early, and proactively engage internal specialists and legal partners.
I would first uncover priorities around modernization, resilience, security, compliance, cloud flexibility, and operating cost. I would then connect EDB's enterprise Postgres capabilities to measurable outcomes, using the customer's current risks and strategic initiatives rather than leading with product features alone.
I reassess the strength of the business case, stakeholder access, urgency, competition, and agreed next steps. If the gap is recoverable, I create a specific recovery plan with the customer; if not, I revise the forecast promptly and redirect effort toward qualified pipeline.
I align early on commercial objectives, approval processes, procurement requirements, and likely redlines. During negotiation, I protect value by tying concessions to reciprocal commitments, involving legal and leadership at the right time, and keeping the customer focused on the agreed business outcome and close plan.
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
Are you ready to drive growth at a top-tier company revolutionizing the database industry? We are leading the charge with an advanced Postgres toolset, and we’re looking for an Enterprise Account Executive who thrives on high-stakes, strategic hunting. In this role, you’ll be at the tip of the spear—engaging new enterprise accounts, driving revenue, and helping shape our expansion in a fast-paced market.
What your impact will be:
Pioneer New Territory: Conduct targeted market research to pinpoint high-value enterprise opportunities, building and executing strategic territory plans that drive net-new revenue.
Master the Complex Deal: Tailor bespoke sales strategies and high-impact pitches for C-suite decision-makers across enterprise-level prospects.
Exceed Revenue Targets: Spearhead end-to-end sales cycles—from proactive hands-on prospecting to deal closure—consistently hitting and exceeding performance quotas.
Forecast & Analyze: Track and analyze key pipeline metrics to maintain accurate revenue forecasting and ensure steady, repeatable growth.
Navigate Contract Negotiations: Drive contract discussions with enterprise clients, partnering closely with legal teams to secure favorable terms and meticulously close complex agreements.
What you bring:
5+ Years in Enterprise Sales: Proven track record of strategic B2B hunting, managing long sales cycles, and closing complex deals.
Outbound Prospecting Expertise: Advanced skill in lead generation, cold outreach, and hunting techniques designed to penetrate target accounts.
Tailored Messaging: Ability to analyze prospect pain points and construct customized, value-driven pitches for enterprise stakeholders.
Consistent History of Success: Demonstrated history of quota attainment and revenue expansion year-over-year.
Deal Structuring & Negotiation: Strong command over contract terms, risk mitigation, and commercial negotiations in tandem with internal legal partners.
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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