Senior Federal AE at EDB - PostgreSQL & AI Sales Career in Columbus
Career & Market Insight
This is a senior individual contributor sales role at EDB, a well-established open-source data infrastructure company with 1,500+ global customers. The focus on the Federal Civilian market is a niche specialization that commands a premium in the job market — federal sales experience is highly portable and in strong demand across defense contractors, govtech SaaS, and cloud vendors.
Compensation context: No salary is listed, but Senior Account Executives in federal government tech sales typically earn a base of $130,000–$180,000 USD with OTE (On-Target Earnings) often reaching $250,000–$350,000+ depending on quota size. EDB's lack of salary transparency is a mild yellow flag.
Skills developed:
- Enterprise and government procurement cycles (FAR/DFAR familiarity is a plus)
- Complex deal management with VARs, OEMs, and FSIs
- PostgreSQL/open-source database ecosystem knowledge — a growing and in-demand technical domain
- AI and cloud infrastructure sales narrative development
Green flags: EDB is a recognized leader in the PostgreSQL space with a strong community presence, suggesting product-market fit. Wellness Fridays and CuraLinc access indicate some investment in employee wellbeing.
Watch for: The 5-year minimum requirement for federal civilian sales is firm — this is not an entry-level role. Career trajectory here could lead to VP of Sales (Federal) or a move to larger govtech players like AWS, Palantir, or Salesforce Government.
A Little About Us
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. For more information, visit www.enterprisedb.com
The Senior Account Executive will focus on formulating and executing a strategy within the Federal Civilian market, resulting in revenue growth in existing accounts and new customer acquisition.
Responsibilities
- Meet and exceed sales quota through outbound/inbound leads strategically selling the value of EDB's products to key decision makers
- Build strong relationships with prospects, VARs, OEM partners, and FSIs resulting in net new pipeline generation and growth opportunities
- Establish and expand knowledge of our products, competitors and industry trends
- Build business cases to establish value: develop and present proposals to customers with information that demonstrates the ability of the EDB solution to meet the customers' mission objectives
- Develop account plans utilizing the EDB ecosystem to build quality pipeline and develop concise close plans
- Drive account strategies and coordinate team selling efforts to close business on a quarterly and annual basis
- Proven track record of penetrating accounts, reaching decision-makers, and closing business
Qualifications
- Minimum of 5 years of experience successfully meeting sales and revenue goals with Key Stakeholders within the Federal Civilian market
- Proficient in creating pipeline, developing and executing close plans that overachieve sales and revenue goals
- Excellent time management and organizational skills
- Self-starter with a passion to lean on and work with the EDB ecosystem
- Highly motivated and goal oriented
- Proven track record of penetrating accounts, reaching decision-makers, and exceeding financial goals
- Travel required: ~25%
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 2026! 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.
EDB does not seek or accept unsolicited resumes or CVs from recruitment agencies. EDB and its affiliates are not responsible for, and will not pay, any fees, commissions, or any other similar payment related to unsolicited resumes or CVs except as required in a written signed agreement between EDB and the recruitment agency or party requesting payment of a fee.
Frequently Asked Questions
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