About this role.
This is a senior, strategic enterprise sales overlay role focused on accelerating analytics and AI platform revenue within public-sector accounts. The Account Executive will co-sell with territory owners, create pipeline in existing accounts, and help progress complex data-platform opportunities through close. Success requires strong consultative selling, executive engagement, forecasting, negotiation, and collaboration without direct ownership of every account. The role also demands familiarity with public-sector procurement, security, compliance, and sensitive-data requirements. It is a remote U.S.-based position with substantial commercial accountability and quota-carrying expectations.
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
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would begin with an account hypothesis based on the agency's mission, modernization initiatives, data estate, and compliance requirements. I would map technical, business, security, and procurement stakeholders; identify high-value use cases; and run a targeted multi-threaded outreach and workshop plan with the account owner. I would measure progress through qualified discovery meetings, validated pain points, identified funding paths, and next-step commitments.
I anchor the conversation in mission outcomes and risk reduction rather than leading with features. I validate the agency's data classifications, hosting constraints, governance requirements, and authorization expectations, then connect platform capabilities such as security controls, availability, observability, and deployment flexibility to those requirements. I involve the appropriate technical and security specialists early so the solution is credible and the evaluation plan addresses risk directly.
I would establish a clear joint account plan that defines the primary AE's ownership, my analytics specialization, target opportunities, stakeholder strategy, and deal cadence. In customer meetings, I would reinforce the account owner's broader relationship strategy while contributing discovery questions, domain expertise, and relevant value narratives. I would keep opportunity updates transparent and share credit for outcomes, ensuring the customer experiences one coordinated team.
I use a disciplined qualification framework to confirm the business problem, measurable impact, technical requirements, buying process, stakeholders, competition, budget or funding path, and timeline. For public sector, I also assess procurement vehicles, security review needs, and any policy or data-residency constraints. I only forecast opportunities that have validated customer urgency, access to the buying process, and mutually agreed next steps.
I would prepare a concise point of view linking fragmented or legacy data environments to operational risk, cost, mission delay, and limited AI readiness. I would ask outcome-focused questions about priorities, architecture direction, resilience, governance, and modernization barriers rather than delivering a product pitch. From there, I would propose a practical path that aligns technical modernization milestones with strategic business or agency objectives.
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 Analytics & AI Account Executive, Public Sector Sales is a strategic overlay role partnering directly with our PubSec Sales Account Executives to accelerate Platform and Analytics revenue. This role bridges deep domain expertise with tactical sales execution to drive opportunity generation, deal velocity, and field enablement.
What you will do:
- Deal Acceleration: Co-sell alongside account and territory owners on active deals, providing the specialized expertise needed to progress and close complex Platform and Analytics opportunities.
- Pipeline Generation: Design and execute targeted sales campaigns within existing accounts to unearth new analytics opportunities and expand the footprint.
- Field Enablement: Act as the primary domain expert for the sales organization, ensuring AEs and the broader field are continuously equipped with the latest analytics messaging, competitive positioning, and value propositions.
- Strategic Alignment: Work in lockstep with account owners to ensure analytics solutions are integrated seamlessly into broader account plans and overarching territory strategies.
What we are looking for:
- Proven track record of exceeding quota in enterprise technology sales.
- Experience selling Analytics, AI, data platforms, cloud, databases, SaaS, or related enterprise technology.
- Understanding of requirements to comply with government regulations, and the unique security and data management requirements of sensitive Public Sector data.
- An understanding of Public Sector customers and leaders – the unique culture, structures, etc.
- Strong consultative and value-based selling skills.
- Demonstrated ability to create pipeline rather than relying solely on inbound opportunities.
- Experience selling complex solutions to enterprise customers.
- Strong understanding of Analytics, AI, data platforms, data modernization, or related technologies.
- Ability to engage credibly with senior technology and business executives.
- Strong discovery, qualification, negotiation, forecasting, and closing skills.
- Ability to operate effectively as an overlay across multiple Account Executives and accounts.
- Strong collaboration skills with the ability to influence without directly owning the broader account relationship.
- High level of commercial ownership, urgency, and accountability.
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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