VP, Strategic Pursuit Team (SPT)

VP, Strategic Pursuit Team

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.

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

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. 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. Extensive experience targeting and closing large enterprise deals across global, highly regulated industries, including Financial Services, Retail, Healthcare, Telecommunications, and the Public Sector. 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). 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. Exceptional executive presence with the ability to influence C-level stakeholders internally and externally. 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 organizationProduct, Alliances, Engineering, and Customer Successto deliver an integrated, winning outcome for the customer and EDB.