VP - Strategic Pursuit Team (SPT)

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.