VP, Strategic Pursuit Team
EDB
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
Tech Stack
CloudGoOpen Source
About the role
- 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 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.
- 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.
- 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.
- 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.
- Drive the creation and rigorous execution of pivotal, outcome-focused business plans for the most strategic accounts.
- 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.
- Represent EDB externally with senior executives and industry forums to reinforce EDB’s leadership in the open source and Sovereign Data and AI market.
- Champion customer advocacy, ensuring the voice of strategic customers informs product innovation, solution development, and Go-to-Market evolution.
Requirements
- 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.
Benefits
- access to CuraLinc to aid employees in health and wellness tips and practices
- Wellness Fridays extending to December 2025
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
enterprise technology salesglobal account leadershipcomplex deal negotiationbusiness case developmentdata infrastructurecloud technologiesopen-source technologiesdatabasesdata warehousedata lakes
Soft skills
strategic thinkingcommunicationcross-functional collaborationexecutive presenceinfluence without authoritycustomer advocacythought leadershiprelationship buildingteam sellingaccountability