VP, Strategic Pursuit Team (SPT)

**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 **About the Role** EDB is undergoing a significant transformation, pivoting from a traditional database software company into the leading open source-based sovereign data and AI platform company. We are seeking an exceptional, results-oriented VP, Strategic Pursuit Team (SPT) to personally drive and secure the company's largest, most complex, and transformative enterprise opportunities globally. This high-accountability role requires a proven track record of orchestrating cross-boundary internal resources and external partnerships to win pivotal, multi-million-dollar engagements. The VP will serve as the trusted executive partner to C-level stakeholders, driving maximum revenue growth and establishing essential "Reference Customers" that validate the EDB Postgres AI platform's readiness to enable large-scale digital and AI transformation. Success in this position demands strategic vision, unparalleled deal closing capability, and a high degree of ownership over outsized business outcomes. **Key Responsibilities** The VP, Strategic Pursuit Team, is accountable for the execution and outcome of EDB's most significant and strategic deals, requiring intensive cross-functional collaboration and accountability: + **Own Pursuit and Deal Closure:** Personally drive, manage, and secure large enterprise deals within global accounts, ensuring successful contract negotiation and closure that aligns with EDB's strategic growth objectives. + **Architect Global Strategies:** Architect and execute global pursuit strategies to support complex deal structuring, develop compelling business case and business models, and align EDB solutions for demanding, large enterprise deals. + **Executive Relationship Management:** Foster deep, trusted executive relationships (C-suite level) across customer organizations, driving thought leadership and positioning EDB as the essential sovereign data and AI strategic partner. + **Cross-Functional Orchestration:** Provide company-wide, cross-functional leadership and orchestration with Product, Alliances, Marketing, and Customer Success to deliver unified account strategies and integrated Go-to-Market plans. + **Ecosystem Leverage:** Strategically engage and align EDB's global alliance ecosystem, including SI, GSI, and technology partners, to accelerate customer transformation and anchor the EDB platform within strategic enterprise architectures. + **Strategic Planning and Visibility:** Drive the creation and rigorous execution of pivotal, outcome-focused business plans for the most strategic accounts. + **Accountability and Governance:** Maintain high accountability for pursuit progression, owning global pursuit excellence, executive engagement, and deal governance across complex, multi-region accounts. Provide executive-level visibility into pipeline progression, revenue performance, and key pursuit metrics. + **External Advocacy:** Represent EDB externally with senior executives and industry forums to reinforce EDB's leadership in the open source and Sovereign Data and AI market. + **Customer Advocacy:** Champion customer advocacy, ensuring the voice of strategic customers informs product innovation, solution development, and Go-to-Market evolution. **Qualifications & Experience** + **Experience:** Minimum 15+ years of enterprise technology sales or global account leadership experience, with a proven record of personally driving and closing complex, multi-million-dollar pursuits across geographies. + **Deal Acumen:** Expert skill in complex deal negotiation, multi-stakeholder management, and business case development, demonstrating the ability to translate strategic vision into measurable business outcomes and revenue growth. + **Industry Focus:** Extensive experience targeting and closing large enterprise deals across global, highly regulated industries, including Financial Services, Retail, Healthcare, Telecommunications, and the Public Sector. + **Technology Domain Expertise:** Strong understanding of enterprise software, data infrastructure, cloud, and open-source technologies, with specific technical proficiency across the data and AI stack, including: + Databases, Data Warehouse, and Data Lakes. + Analytics and AI Technologies (e.g., Generative AI, LLMs, Retrieval-Augmented Generation/RAG, Agentic AI, Knowledge Graphs, AI Infrastructure, and GPUs). + **Leadership Style:** Proven ability to lead and influence without direct authority (team selling), demonstrating exceptional strategic thinking, communication, and cross-functional collaboration skills in a fast-paced, matrixed global environment. + **Executive Presence:** Exceptional executive presence with the ability to influence C-level stakeholders internally and externally. + **Platform Alignment:** Deep understanding of the shift from databases to unified data and AI platforms, and the associated mandates for Sovereignty, governance, and hybrid deployment. _This role requires an individual who views a multi-million-dollar pursuit not just as a sales target, but as a strategic chess match where success hinges on orchestrating every functional piece of the organization-Product, Alliances, Engineering, and Customer Success-to deliver an integrated, winning outcome for the customer and EDB._ 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 2025! 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 #BI-Remote