[All remote jobs](https://jobicy.com/jobs.md)[![EDB logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/6c7d3949-221.png)](https://jobicy.com/company/edb.md)[EDB](https://jobicy.com/company/edb.md) # AE/Sr AE, Sales 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)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished18 Oct 2026Apply before17 Nov 2026Listing views37Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. EDB is hiring an Enterprise Account Executive/Senior Account Executive to win new enterprise customers for its Postgres data and AI platform. The role centers on territory planning, outbound prospecting, executive-level discovery, tailored value propositions, pipeline management, and end-to-end complex deal execution. Candidates need at least five years of enterprise B2B sales experience, with evidence of hunting success, quota attainment, and managing long sales cycles. This remote role is explicitly located in the United States and requires close collaboration with internal legal partners during commercial negotiations. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-pressure enterprise hunting role involving complex, multi-stakeholder sales cycles and consistent quota delivery. Success requires independently creating pipeline, influencing C-suite buyers, and navigating sophisticated commercial negotiations. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$150,000US market range (per year)$120k–$180k0$198.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer compensation was disclosed. The annual figures are inferred USD base-salary estimates for a US-based enterprise software Account Executive role; variable commission, equity, and total on-target earnings may be additional. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[B2B sales](https://jobicy.com/jobs?search_keywords=B2B%20sales.md)[New business development](https://jobicy.com/jobs?search_keywords=New%20business%20development.md)[Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[Lead generation](https://jobicy.com/jobs?search_keywords=Lead%20generation.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Account planning](https://jobicy.com/jobs?search_keywords=Account%20planning.md)[C-suite engagement](https://jobicy.com/jobs?search_keywords=C-suite%20engagement.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Deal structuring](https://jobicy.com/jobs?search_keywords=Deal%20structuring.md)[Quota attainment](https://jobicy.com/jobs?search_keywords=Quota%20attainment.md)[PostgreSQL](https://jobicy.com/jobs?search_keywords=PostgreSQL.md) Sample interview questionsHow have you built a net-new enterprise pipeline in an unfamiliar territory?I start by segmenting the territory by ideal customer profile, business triggers, technology environment, and account potential. I create account-specific outreach plans, combine multichannel prospecting with partner intelligence, and review conversion metrics weekly to focus effort on the highest-quality opportunities. Describe a complex enterprise deal you closed with multiple stakeholders. I mapped the buying committee early, confirmed each stakeholder's business and technical priorities, and developed a mutual action plan with clear milestones. By quantifying the value case, addressing risks with the right internal experts, and maintaining executive alignment, I moved the opportunity through a lengthy evaluation to close. How do you tailor a value proposition for a C-suite prospect? I lead with the executive's strategic priorities rather than product features. After validating their goals and constraints, I connect the solution to measurable outcomes such as risk reduction, cost control, modernization speed, or operational resilience, supported by a concise business case. What is your approach to forecasting enterprise opportunities accurately? I use documented exit criteria for every stage, validate next steps with the customer, and assess stakeholder alignment, business urgency, technical validation, commercial status, and competitive risk. I keep forecast categories evidence-based and flag gaps early so management can help remove obstacles. How do you handle contract negotiations when legal and procurement introduce delays? I establish the commercial process and decision makers early, maintain a mutual close plan, and separate true redlines from lower-priority requests. I coordinate closely with legal and deal desk teams, communicate trade-offs clearly, and preserve executive sponsorship to keep momentum while protecting company interests. Opportunity details ## About this role. 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/) 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/Sr Account Executive, Sales 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. #LI-Remote Show more [Apply now >](https://jobicy.com/jobs/155740-ae-sr-ae-sales.md) > Annual salary information is not provided for this position. 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