Director, Regional Sales

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 The Director, Regional Sales will be responsible for defining, evolving, and executing the regional go-to-market strategy, with a primary focus on accelerating net-new business growth across our Enterprise accounts. In this role, you will provide strategic leadership, operational excellence, and sales management support to a high-performing team of senior sales representatives, while heavily leveraging and building standardized sales playbooks to scale success. What your impact will be… 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. What you will bring… The Director, Regional Sales will be a seasoned, high‑acumen sales leader with 8+ years of experience leading high‑performing software sales teams, with a proven track record of hunting and winning new logos in the enterprise space. Sales Acumen & Playbook Mastery: Extensive experience developing, optimizing, and executing formal enterprise sales playbooks (e.g., MEDDPICC, Command of the Message) to drive repeatable success and tighter sales cycles. Proven Hunting Background: A strong track record of personally driving and leading teams to close net‑new enterprise logos and hitting/exceeding multi‑million dollar regional quotas. Deep Market Expertise: Comprehensive knowledge of IT infrastructure, applications, or data management platforms (Database technology is a major plus), including an acute understanding of customer pain points and the competitive landscape. Cross‑Functional Collaboration: Proven experience collaborating cross‑functionally with Product, Marketing, Sales Operations, and Customer Success to optimize the end‑to‑end customer acquisition journey. People Management & Talent Development: 8+ years of people management experience, with a proven history of attracting, retaining, and developing top‑tier senior sales talent and future leaders. Analytical & Operational Strength: Strong analytical skills paired with strategic business acumen, ensuring precise forecasting, resource allocation, and territory planning. 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’ll 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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