Director Sales

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 Director, Sales – Japan Location: Tokyo, Japan (Hybrid/Remote considered within Japan) Reports To: VP Sales, APJ The Opportunity EDB is looking for a Director, Sales – Japan to lead and grow our direct and partner-driven sales business across the Japanese market. This is a high-impact, hands-on leadership role responsible for building pipeline, closing enterprise deals, managing a small but growing sales team, and establishing EDB as the trusted Postgres and data platform partner for Japanese enterprises undergoing database modernization and AI transformation. The ideal candidate is both a strong individual sales leader and an effective people manager — someone who can carry strategic accounts personally while building the team, process, and partner ecosystem needed for long-term growth in Japan. What You'll Do Own the Japan revenue number. Build and execute the go-to-market strategy for EDB in Japan, owning bookings, pipeline generation, and forecast accuracy for the region.Lead and grow the team. Hire, coach, and manage a team of Account Executives and/or Sales Engineers as the business scales; set quotas, territories, and performance expectations.Drive enterprise and strategic accounts. Personally engage with C-level and senior IT decision-makers at large Japanese enterprises and public sector accounts to position EDB Postgres AI as a strategic alternative to legacy Oracle and proprietary database platforms.Build the partner ecosystem. Develop and manage relationships with system integrators, resellers, cloud providers, and local technology partners (e.g., NTT Group, Fujitsu, Hitachi, NEC, hyperscalers) to extend EDB's reach across Japan.Localize go-to-market. Adapt global sales plays, pricing, and messaging to fit Japanese business culture, procurement practices, and regulatory/compliance requirements (including data sovereignty considerations relevant to public sector and financial services).Collaborate cross-functionally. Work closely with Marketing, Sales Engineering, Customer Success, Legal, and global Sales leadership to align regional execution with EDB's overall corporate strategy.Represent EDB in-market. Act as the face of EDB in Japan at industry events, customer briefings, and partner summits; build EDB's brand and reputation in the local Postgres and open-source community.Report and forecast. Provide accurate, timely forecasting and pipeline reporting to regional and global leadership using EDB's CRM and sales operations tools. What You Bring 10+ years of enterprise software/technology sales experience, with at least 3–5 years in a sales leadership or sales management role.Proven track record of carrying and consistently exceeding a multi-million-dollar enterprise sales quota in Japan.Deep understanding of the Japanese enterprise IT buying process, including experience selling to large domestic enterprises and/or public sector organizations.Experience selling database, infrastructure, cloud, data management, or open-source software solutions strongly preferred (Oracle, PostgreSQL, MySQL, SQL Server, cloud database services,