Director, Sales ANZ

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 Location: Melbourne, Australia Role Type: Individual Contributor & Team Management Position Overview EDB is seeking a dynamic and strategic Regional Sales Director for ANZ to be based in Melbourne. This is a unique hybrid role that combines high-level individual contribution with hands-on team management. You will be responsible for driving sales across the ANZ region, leading a multi-product strategy, and fostering a culture of excellence and continuous learning. As a strategic leader, you will play an active role in helping your team succeed while managing complex customer relationships and promoting the EDB brand across local markets. Key Responsibilities Leadership & Team Development Team Management: Lead and mentor a team of sales associates, fostering a positive culture that aligns individual focus with company goals and values. Coaching: Drive a culture of continuous learning; provide consistent coaching and development to improve the effectiveness of every team member. Strategic Guidance: Serve as an involved leader who takes an active role in the team's daily success and long-term career growth. Sales Strategy & Operations Process Excellence: Establish and maintain effective sales management processes, including account planning, deal implementation, performance assessment, and closing. Revenue Growth: Lead a multi-product sales strategy and manage an integrated go-to-market approach for Australia & New Zealand in collaboration with EDB cross-functional teams. Forecasting & Analysis: Manage and report on projected targets, forecasts, and results. Provide in-depth market research and competitive analysis to executive leadership. Collaboration: Work closely with Marketing, Operations, and Services teams to develop holistic regional strategies centred on value-selling, bundling, and upselling. Market Engagement & Brand Advocacy Executive Engagement: Partner with executive leadership to develop creative solutions for maximising revenue. Open-Source Advocacy: Act as an "open-source champion" within key customer accounts to optimise their strategic relationship with EDB. Brand Representation: Embody and promote the EDB brand to customers, analysts, and media representatives within the local market. Requirements Experience: 12+ years of direct and indirect sales experience within the enterprise technology sector. Education: Bachelor’s degree required; a relevant advanced degree is considered a plus. Proven Track Record: Demonstrated success in implementing short and long-term strategies to grow revenue specifically within the ANZ region. Sales Mastery: A strong record of ownership over personal and team revenue targets, with high accuracy in sales forecasting and identifying pipeline indicators. Global Context: Experience working within a global technology company with a history of contributing to broader regional business success. Communication: Excellent command of the English language and superior communication/presentation skills. Mindset & Values: * A "roll up your sleeves" attitude with a service-oriented approach to leadership. A