Strategic Account Executive - South Africa

EDB; Greater London; On-site; GBP 60,000 - 91,000; Full time

Job summary

A leading data and AI platform provider is looking for an experienced Strategic Account Executive to expand their presence in South Africa and Sub-Saharan Africa. This remote role involves driving sales strategies, managing key accounts, and utilizing solution-selling methodologies to generate new business. The ideal candidate will have over 5 years of enterprise software sales experience, with a proven track record in technology sectors. Strong negotiation and communication skills are essential for success in this challenging market.

Benefits

Wellness programs

Flexible work arrangements

Access to health resources

Qualifications

• Strong ability to manage multiple opportunities to meet deadlines.
• Proficiency in articulating solution value proposition.
• Prior experience in sales and customer interactions.

Responsibilities

• Meet and exceed sales quota through strategic selling.
• Generate new ARR license revenue in assigned accounts.
• Collaborate with Sales Engineers for pre-sales presentations.

Skills

Enterprise software sales

Negotiation

Executive level influence

Exceptional communication

Technology acumen

Education

5+ years of enterprise software sales experience

Tools

Salesforce.com

Google Docs

Microsoft Office Suite

Job description

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

Role : Strategic Account Executive, South Africa & Sub Saharan

Based : Remote, Johannesburg

The world loves Postgres. If you work with developers or data scientists or anyone wrangling data, you’ll probably see a sticker with the tusks and trunk of the Postgres elephant on the lid of a nearby laptop. EDB has a lot to do with that.

We’ve been major contributors to Postgres since the beginning, and we are proud to call thousands of boundary‑pushing customers our partners. Proud though we are, we are not resting on our laurels. There’s plenty of work to do. The good news is that everything we do will impact Postgres, which is to say that it will impact the world. No pressure.

The Role

Due to continued expansion, growing demand and a significant addressable market, we are seeking to hire a Johannesburg based experienced Strategic Account Executive for South African and Sub‑Saharan region. Reporting directly to the Regional Sales Director MEA you will be the primary customer relationship owner, responsible for developing and executing on both strategic and tactical sales plans. As a vital member of the EMEA Sales Team, this person is responsible for selling to named accounts and prospecting new accounts among top tier banking, financial services, consumer, and retail markets to identify revenue opportunities. In addition, responsibilities include aligning the appropriate company resources to enable success of each account. Strong experience successfully selling into the tier 1 and 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 strategic & complex enterprise 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, etc.
• 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 :

• 5+ years of enterprise 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 up to 50%
• Fluency in Afrikaans and English

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!