Commercial Account Executive / Mid Enterprise - France (based in Paris)

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.

Commercial Account Executive: France

Based: Paris

The Role

Due to continued expansion, growing demand and a significant addressable market, we are seeking to hire a France based Commercial Account Executive located remote EMEA for France. Reporting directly to the VP Sales South EMEA, you will be a primary customer relationship owner, responsible for developing and executing on tactical smaller sized sales and some mid-size enterprise accounts. As a vital member of the EMEA Sales Team, this person is responsible for prospecting new accounts among tier 2 banking, financial services, consumer, and retail markets to identify revenue opportunities. Experience successfully selling into the tier 2 banking & financial services, Information Technology, Telco, Comms & Media, Manufacturing or Government is expected. A successful track record in enterprise database or data management solutions is an advantage, but the candidate must have a proven track record of selling technical infrastructure software solutions into our relevant markets.

Responsibilities:

• Meet and exceed sales quota through outbound/inbound leads strategically selling the value of EDB’s products to key decision makers.
• Generate and grow new ARR license revenue in assigned accounts and territory.
• Utilise solution-selling and value-added, ROI driven methodologies to sell EDB’s solutions.
• Develop and maintain sales plans, metrics and strategy to deliver annual sales targets.
• Qualify and cultivate leads generated from our website, trade shows and other marketing efforts.
• Build strong relationships resulting in growth opportunities.
• Establish and expand knowledge of our products, competitors and industry trends.
• Collaborate with Sales Engineers to present pre-sales demos and assessments.
• Formulating and executing strategic and tactical plans.
• Execute each sales activity in accordance with EDB’s sales process which includes opportunity identification and qualification, solution proof of concept or pilot, development of business case and ROI, pricing and license development, negotiation and contract signing process.
• Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce & Clari.
• Ability to present full solution and conduct product demonstration to customers.
• Management of oversight of cross function commercial, technical and professional services resources to ensure client success.
• Work within a matrix team structure of Sales, Inside Sales, SEs, Marketing, Channel Development and Sales Operations to own, plan and execute a regional GTM strategy for the region.

Candidate Profile & Qualifications:

• 2+ years of full sales cycle software sales experience.
• Track record of successful selling, business development, executive level influence, negotiation and exceptional communication & presence.
• Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions.
• Strong acumen in technology and ability to articulate solution value proposition.
• Self motivated, driven for success and delivers results through direct and channel partners.
• Exceptional communication and personal skills.
• Excellent planning, preparation and presentation skills for executive meetings.
• Ability to work independently and also within a team environment (with Marketing, Product Management, Finance & Customer Success).
• Ability to orchestrate supporting resourcing both internally & externally.
• Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent.
• Passionate & Determined: does not take no for an answer - doesn't accept things as they are - asks not why but why not. But importantly doing this with passion, enthusiasm & integrity.
• Demonstrated proficiency with productivity tools (Word, Excel, Powerpoint, Salesforce.com, Google docs etc).
• Travel required max 25%.