Account Executive - EDB

About EDB

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.

Role Overview

This Enterprise Account Executive (EAE) will be responsible for driving growth and ongoing transformation of the Indonesian market to achieve critical business objectives, actively developing and leading execution of the go-to-market strategy, and providing strong coverage in the region.

Reporting to the Indonesian Sales Leader, you will work collaboratively with sales leadership and other members of the team along with key internal stakeholders across our organization. You will build effective relationships to ensure the business meets and exceeds targets through strategic account growth, new customer acquisition, and maintaining strong relationships with the current client base to drive renewals and long-term customer loyalty.

Responsibilities

Sales Execution & Performance

• Achieve plan and overall revenue targets for your region (New Recurring Revenue, Renewal Recurring Revenue, and Consulting Services).
• Create Account Plans for assigned strategic accounts in the region, working through an account-based growth/quota model to achieve the country quota.
• Leverage strong C-suite relationships, connections, and networks to drive expansion, growth, and retention.
• Identify, qualify, develop, and close new opportunities for software subscriptions and associated consulting services.
• Ensure ongoing optimization and structural alignment that capitalizes on growth opportunities within existing customer expansion and new logo acquisition.
• Create and sustain a sales performance culture that consistently exceeds expectations.
• Interact and work effectively with regional and global resources to maximize customer success and revenue growth.
• Drive business from assigned major Indonesian enterprise customers using a "High Touch" sales motion with direct customer engagement.

Collaboration

• Work with sales leadership to align on unified team direction based on global guidance and maintain clear priorities.
• Collaborate with partners across the region to ensure customer feedback influences product, innovation, and proposition development.
• Establish partnerships across matrixed functions to remove roadblocks to sales execution.
• Manage account and contact information throughout the sales lifecycle using Salesforce.com and related tools, maintaining detailed account profiles, plans, and activity reports.
• Effectively manage forecasts and opportunity roadmaps, setting accurate quarterly and annual delivery expectations with minimal variance.

Strategic Account Management

• Serve as the primary executive contact for assigned enterprise accounts, cultivating strong relationships with C-suite stakeholders.
• Develop and execute comprehensive account strategies to drive revenue growth, retention, and expansion.
• Understand customers’ business priorities and align solutions to address strategic objectives.

Sales Leadership & Executive Engagement

• Lead complex deal cycles with enterprise corporations, including contract negotiations, multi-stakeholder alignment, and long sales cycles.
• Partner with pre-sales, delivery, and support teams to ensure customer value realization.
• Build trusted advisor relationships with CEOs, CIOs, CTOs, and other senior executives to influence long-term business direction.
• Represent the company at key industry events, forums, and executive briefings.
• Provide regular business reviews and performance updates to internal leadership and customer executives.

Qualifications

• 8–12 years of hands-on experience in high-touch IT solutions sales to Indonesian customers within a complex and competitive marketplace.
• 5+ years of experience selling databases to enterprise customers.
• Proven track record selling into BFSI and Telecom, with an established network of enterprise contacts.
• Experience with subscription-based models and partnering with System Integrators and distributors.
• Familiarity with major Indonesian enterprise accounts and working with Indonesian software distributors and resellers.
• Strong track record in high-growth organizations focused on landing new logos and expanding existing customer accounts.
• Solutions sales approach with an appreciation for packaging consulting services to drive value and differentiation.
• Experience selling open-source software or disruptive infrastructure software displacing legacy technologies is a plus.
• Bachelor's/Graduate degree required; Post-graduate degree is a plus.
• Advanced written and verbal communication skills.
• Strong business and analytical acumen with the ability to adapt strategies to market shifts.
• Demonstrated capability to work cross-functionally across a matrixed organization.