Director, Regional Sales

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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.

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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.

• 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.

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:
  
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