Note: The job is a remote job and is open to candidates in USA. EDB is a company that provides a data and AI platform, enabling organizations to harness the full power of Postgres. The Director, Regional Sales will define and execute the regional go-to-market strategy, focusing on accelerating net-new business growth across Enterprise accounts while leading a high-performing sales team.
Responsibilities
- Drive New Logo Acquisition: Develop and execute a sophisticated regional sales strategy to consistently meet and exceed net-new customer acquisition targets, driving predictable revenue growth and market share expansion within your territory
- Playbook Development & Execution: Design, implement, and institutionalize scalable sales playbooks, ensuring the team has a standardized blueprint for hunting, qualifying, and closing net-new enterprise logos
- Operational Excellence & Forecasting: Establish a rigorous pipeline management, forecasting cadence, and performance expectation framework to ensure every sales representative achieves and exceeds their goals
- Strategic Account Penetration: Ensure representatives have a deep understanding of their prospects and are leveraging all corporate resources to "Know Your Customer" (KYC), with a laser focus on deeply penetrating the region's Top 10 target accounts
- High-Performance Leadership: Build, mentor, and maintain a world-class sales team. Provide hands-on coaching, strategic deal support, and professional development to maximize individual and collective revenue generation
- Market Awareness & Value Selling: Expand brand awareness of the product portfolio within the territory, building a sustainable, high-velocity pipeline rooted in quantifying and delivering tangible business value
- Deal Structuring & Negotiation: Drive complex, multi-stakeholder deal structures that clearly outline corporate value. Actively guide the team through commercial negotiations, strategic pricing, and contractual agreements
- Executive-Level Relationship Building: Establish and maintain deep, trusted-advisor relationships with C-level executives across strategic prospect accounts, effectively supporting your team in high-stakes sales cycles
- Leverage AI: Leverage AI and augmentation to build efficiency at scale
Skills
- 8+ years of experience leading high-performing software sales teams
- Extensive experience developing, optimizing, and executing formal enterprise sales playbooks (e.g., MEDDPICC, Command of the Message)
- A strong track record of personally driving and leading teams to close net-new enterprise logos and hitting/exceeding multi-million dollar regional quotas
- Comprehensive knowledge of IT infrastructure, applications, or data management platforms (Database technology is a major plus)
- Proven experience collaborating cross-functionally with Product, Marketing, Sales Operations, and Customer Success
- 8+ years of people management experience, with a proven history of attracting, retaining, and developing top-tier senior sales talent and future leaders
- Strong analytical skills paired with strategic business acumen, ensuring precise forecasting, resource allocation, and territory planning
Benefits
- 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.
Company Overview
Company H1B Sponsorship