Manager, Regional Sales 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. The Manager, Regional Sales will be responsible for defining and running the go-to-market strategy focusing on accelerating the growth of business across EDB's New Enterprise and National accounts and providing leadership/sales management support to a team of senior sales reps. What Your Impact Will Be Develop a sales strategy and execution to meet and exceed of a new logo team (Customers and Prospects) targets for revenue & customer satisfaction, within a defined territory/vertical focus. Drive a Pipeline and forecast cadence and expectation for each sale rep to be successful Ensure Reps have an understanding of their assigned prospect and customers and are leveraging all EDB resources to KYC (know your customer) with a focus on their assigned Top 10 and Deep knowledge of Top 3 accounts. Build and maintain a high-performance sales team to maximize revenues and provide leadership for the Sales Reps. Expand awareness of EDB products, build a sustainable pipeline of opportunities, and focus on business value. Establish a business plan aligned to the strategic customer base across the assigned accounts, with clearly defined and measurable goals and strategies. Drive key deal structures that outline EDB's value and are integrated into the sales negotiations, customer pricing, and contractual agreements with the sales team. Develop senior-level customer relationships with the sales team for EDB's strategic customer base and ensure your sales team is doing the same. Model integrity and ethical behaviors every day. Drive the EDB culture, values, and leadership principles. Share your management philosophy with your team through coaching and hands-on actions. What You Will Bring 5+ years of experience leading a team for a defined customer base with a passion for consultative conversations regarding business challenges and building trusted advisor relationships. Deep product (IT Infrastructure, Applications, with DB being a plus), market expertise, including customer needs, competitive landscape, and key trends in the market. Proven experience leading end-to-end success of technology solutions across Product and other functions including Marketing, Sales, Service, and/or Support. 5+ years of people management experience. Proven leadership with strong communication skills, analytical skills, detailed understanding of EDB technology and industry trends. Proven history attracting, retaining, and developing new leaders and talent overall. Strong leadership & interpersonal skills, coaching skills, and cross-group collaboration, with a attention to operational excellence. Executive communications, engagement, and influence. Consistently achieved and/or exceeded sales quota objectives. Technical aptitude and eye for business. 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.