EDB

Role Description The Customer Success Manager (CSM) is passionate about understanding our customers and partners to make them successful through extraordinary levels of service. The CSM will work independently and cross-functionally to address any satisfaction, growth or renewal opportunities and risks in their portfolio. The key goal of this role is to make every customer or partner in their portfolio successful and committed to EDB through a trusted advisor relationship. - Responsible for owning the relationship within their portfolio of accounts. - Hyper-focused on customer retention, providing technical product guidance, strategic business value and insights. - Driving adoption and trust, and identifying opportunities to further drive value across our customers’ business. - Requires exceptional tenacity, analytical prowess, strategy, service, leadership, and an innate passion for delighting our customers. Qualifications - 5-10+ years of experience in account management, solution engineering or client services in the context of enterprise technology. - Experience managing multi-million dollar portfolios of recurring revenue. - Outstanding oral and written communication skills. - Inspiring presentation and public speaking experience (executive level audience). - Impeccable attention to detail, highly organized, with an absolute focus on quality of work. - Ability to communicate value add at all levels internally and externally. - Strong management and business skills required. - Bachelor degree; MS or MBA optional. Requirements - Technology Account Management. - Deep customer relationship building. - Database deployment and business models. - Strategic partner engagement (Systems Integrators, Distributors, Resellers). - Strategic business/technology leadership discussions. - Program management. - Project management. - Relational database experience (PostgreSQL, MySQL, Oracle, SQL Server, Sybase, DB2). - Good understanding of Relational database concepts. - Software installation & software troubleshooting experience. Responsibilities - Provide strategic guidance to drive forward your account’s priorities and business goals. - Ownership and accountability for ensuring customer growth, customer satisfaction and contract renewals within the assigned customer portfolio. - Develop strong relationships with all key decision makers and influencers, including executive sponsors and partner contacts at various levels. - Identify, influence, develop, and realize new opportunities for expanding your customer’s business volume. - Translate results into actionable strategic and commercial outcomes. - Uncover any risk that threatens your customer’s growth, satisfaction, or renewal; conceive and execute mitigation plans for all risks. - Choreograph other domain experts to deliver the outcomes of the account plan you are responsible for building and maintaining for each account. - Collaborate effectively with internal and external colleagues to build a best-in-class customer experience. - Take ownership of all direct communication and resolve escalations. - Listen to customers carefully and truly understand customers’ strategic priorities, KPIs, growth initiatives, key business issues and opportunities. - Ensure increasing user adoption of EDB platform by implementing best practices and providing technical guidance on product optimization. - Serve as the liaison between product management and the customer with a focus on feature collaboration and communicating the EDB roadmap. Benefits - Access to CuraLinc for health and wellness tips and practices. - Wellness Fridays extending to December 2026.

• Close consultative technical engagement with several large customers within the Asia-Pacific Japan (APJ) region • Establish a close working relationship with their customer’s senior technical leadership team and become their trusted advisor. • Help EDB customers maximize the value of their Postgres investment • Assist EDB customers develop and deploy Postgres proliferation strategies • Provide technical leadership for the customer's major Postgres initiatives (This may include solutions consulting, architecture guidance and project management) • Coordinate the interaction between EDB’s internal team members, such as: Professional Services, Field CTO, CSM, Technical Support, Account Team, and the customer • Maintain current functional and technical knowledge of the entire EDB product line • Provide clear and constructive product feedback to EDB’s product management teams based on customer requirements • Help to document best practices in developing and deploying EDB solutions • Function as a front-line technical resource for "best practice" and informal customer questions • Manage customer escalations and coordinate with the technical support team for faster resolution. • Travel is required up to 25% percent of the time

• Own US GAAP technical accounting areas including ASC 842 lease accounting, intangible asset amortization, stock-based compensation, debt accounting (issuance costs, ST/LT reclassification, interest accruals) and MTM valuation of derivatives and cash-flow hedges • Prepare and support US GAAP financial statements, including initial drafts, roll-forwards and supporting schedules • Research and document technical accounting positions and memos in line with US GAAP and company policy • Perform US general-ledger accounting: journal entries, accruals, allocations, AR bad-debt provisioning and other month-end entries • Prepare the monthly cash-flow statement and support consolidated cash-flow and debt reporting • Complete assigned balance-sheet reconciliations and FloQast checklist items within close deadlines, ensuring all items are well supported • Perform monthly bank reconciliations, ensuring all transactions are accurately matched and variances are investigated and resolved in a timely manner • Own US payroll accounting and reconciliations, working with the payroll team so that payroll execution and payroll accounting are clearly segregated and fully reconciled each period • Lead US audit support: prepare PBC schedules, respond to auditor queries and maintain audit-ready documentation • Maintain strong internal controls and segregation of duties across GL and payroll processes • Execute and document SOX controls for assigned processes, support SOX walkthroughs and control testing, and partner with internal and external auditors to remediate any control gaps • Support and mentor other GL team members on complex accounting matters, and partner with the regional (APAC) team on cross-entity activities

Role Description As an SDR at EDB, you will play a vital role in identifying and qualifying sales opportunities in South Asian countries. You will use a consultative and entrepreneurial approach to engage prospects, working closely with Account Executives to drive PostgreSQL adoption. This role reports directly to the SDR Director, APJ, and may involve occasional travel. - Conduct inbound and outbound prospecting to identify and qualify new sales opportunities in Singapore. - Proactively identify, qualify, and nurture leads through a consultative sales approach. - Collaborate with Account Executives to develop strategies that drive PostgreSQL adoption across these countries. - Utilize tools like LinkedIn Sales Navigator, 6sense, TechTarget, and ZoomInfo for prospecting. - Support EDB’s mission by contributing to the growth and success of the Singapore region. - Meet and exceed sales opportunity generation targets. - Join a mission-driven company at the forefront of open-source databases with PostgreSQL. - Be a key contributor to EDB’s growth in Singapore. - Collaborate with a high-performing, supportive, and innovative team. - Enjoy a transparent and open work environment with opportunities for personal and professional development. - Help shape the future of PostgreSQL adoption in your region. Qualifications - Experience: At least 3 years of experience as an SDR or BDR in South Asian Countries. - The candidate must have proficiency in both English and Mandarin. Proficiency in Cantonese is a plus. - Country Coverage: Primary focus on ANZ, Singapore, Hong Kong and Philippines. - Sales Skills: A “hunter” mentality with a strong passion for outbound and inbound prospecting. - Technical Interest: A keen interest in technology, particularly open-source solutions, preferred. - Industry Knowledge: Experience in the database, SaaS, or cloud industry is highly desirable. Familiarity with the public sector or enterprise space is a plus. - Communication: Exceptional verbal and written communication skills. - Tools & Processes: Proven success in using prospecting tools like LinkedIn Sales Navigator, 6sense, TechTarget, ZoomInfo and Salesloft. - Personality: Driven and results-oriented professional with a passion for exceeding goals, a strong competitive edge, and a proven ability to collaborate effectively within teams. - Organization: Excellent time management and organizational skills. Benefits - Access to CuraLinc for health and wellness tips and practices. - Wellness Fridays extending to December 2026.

• Assess existing customer deployments of Postgres and associated tools; develop recommendations and document required technical steps in clear runbooks. • Perform database migrations from Oracle, SQL Server and/or MySQL to PostgreSQL — schema conversion, data migration, PL/SQL remediation. • Design, implement and test High Availability configurations using PostgreSQL: EFM, Patroni and PGD (Active/Active) architectures. • Perform performance tuning for existing database deployments: queries, database configuration and OS-level optimisation. • Implement backup and recovery strategies (Barman, WAL archiving, PITR); perform upgrades and patching. • Evaluate customer security requirements and make recommendations covering authentication, encryption and access control. • Work with customers to upgrade applications to the latest version of Postgres and configure them to take advantage of new features. • Develop Professional Services proposals that address customer needs and targets; contribute to the PS pre-sales process. • Partner with clients to implement scalable data engineering pipelines, data models, data warehouses and analytics platforms from inception to deployment. • Set up and configure underlying data infrastructure — storage, compute clusters, cloud data warehouses (Snowflake, BigQuery, Databricks) — and identify performance tuning opportunities. • Develop advanced analytics models, dashboards and reporting frameworks that provide actionable business intelligence to client stakeholders. • Assist clients in integrating AI/ML capabilities, LLMs, RAG pipelines and predictive analytics into their existing data ecosystems and EDB Postgres AI platform. • Ensure high data quality, governance, security and performance optimisation across all client deliverables. • Strong written and verbal English communication skills — required at professional level. • A second European language is a significant advantage. Italian is particularly valued for current EMEA customer engagements; Spanish is also a strong asset.

Role Description EDB is hiring a Senior Technical Account Manager (Senior TAM) for EMEA. The Senior TAM is responsible for building and maintaining post-sales relationships with EDB’s largest and most complex customers. These customers are typically large accounts adopting Postgres and AI solutions. The Senior TAM serves as a trusted technical advisor to drive successful outcomes and to ensure that the customers become a positive reference and continue their journey on Postgres technology. The Senior TAM is also the customer's primary point of contact into all technical areas of EDB. As such, the Senior TAM’s technical abilities are critical in identifying solutions, architecture, troubleshooting issues, and answering technical questions as they arise. - Establish a close working relationship with the customer’s senior technical leadership team and become their trusted advisor. - Help EDB customers maximize the value of their Postgres investment. - Assist EDB customers to develop and deploy Postgres strategies. - Provide technical leadership for the customer's major Postgres initiatives (This may include solutions consulting, architecture guidance, and project management). - Maintain current functional and technical knowledge of the entire EDB product line. - Provide clear and constructive product feedback to EDB’s product management teams based on customer requirements. - Help to document best practices in developing and deploying EDB solutions. - Function as a front-line technical resource for "best practice" and informal customer questions. - Travel up to 25% of the time as required. Qualifications - At least eight (8) years of hands-on experience with Postgres, Oracle, DB2 or MS SQL Server; professional certifications in any of the relational databases are desirable. - Advanced technical skills, specifically in data management platforms, operating systems, cloud technologies, and technical architecture. - Knowledgeable about data analytics and AI/ML concepts. - Experience with Kubernetes. - Excellent analytical skills regarding technical and project management issues. - Good understanding of strategic sales process. - Well-developed organizational skills with an ability to manage competing client demands. - Excellent communications and interpersonal skills, including ability to interact and communicate with CxO level personnel. - Bachelors/Masters degree in Information Technology / Computer science or equivalent technical training or industry experience preferred. Benefits - Access to CuraLinc to aid employees in health and wellness tips and practices. - Wellness Fridays extending to December 2026! Company Description 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.

• Own the full technical track on qualified Analytics and AI opportunities from the first architecture call through to the technical win, with nothing handed back. • Lead the technical motion on AI and GenAI use cases on Postgres vector search, retrieval, RAG, and agentic workloads turning emerging customer demand into solutions that win. • Run proofs of concept, benchmarks, and sizing, including services scoping and complex migrations. • Design reference architectures and frame EDB's technical differentiation clearly and confidently in competitive situations. • Operate at the enterprise and CxO level executive advisory, thought leadership, and board-level positioning on strategic accounts. • Document every deal motion into playbooks, reference architectures, and demos so any SE in the regional org can recognize and flag the next opportunity. • Co-host the weekly Analytics & AI Open Hours, delivering real-time enablement, market intel, and field coaching to sellers and SEs. • Close the loop to Product and Engineering turning deal pain into a roadmap signal through the weekly win/loss feedback cycle.

• Own EDB’s social strategy and execution with LinkedIn as the anchor, and expand into additional high-signal channels and communities where our audiences engage such as Reddit, Substack, and others. • Build a feed that earns attention—distinct voice, strong POV, dynamic formats, and storytelling that breaks through competitor noise. • Be relentlessly active in the market: engage in the right threads, comment with substance, build relationships in public, and turn social into a daily engine of visibility and credibility. • Ship at high velocity while maintaining high standards: fast-turn posts around moments that matter, plus durable series that compound over time. • Treat algorithms and distribution as part of the craft: test formats, hooks, timing, and creative patterns; learn quickly; scale what works. • Pull signals from across the org—SMEs, Engineering, Field, Product Marketing, Execs—and translate it into content people actually want to read, share, and respond to. • Accelerate and gamify employee amplification (including EveryoneSocial) with a steady cadence of original and share-ready posts tied to priority narratives and moments. • Build and run B2B influencer engagement that’s rooted in genuine ecosystem awareness and real relationships—not one-off outreach. • Maintain an active “who to know” map across data, AI, and Postgres: rising voices, trusted operators, builders, creators, and community leaders shaping the narrative. • Create smart, creative ways for EDB to rub shoulders in the right circles: co-created content series, interviews, social collaborations, newsletter moments, community participation, and partner activations. • Move quickly on opportunities: spot emerging conversations early, insert EDB thoughtfully, and build repeatable plays that keep us present where it matters. • Measure what matters and improve continuously: engagement quality, share of voice in priority conversations, and influence of co-created moments. • Manage and drive distribution strategy for EDB blog, news site, and podcast, ensuring our best stories don’t just get published, they get seen. • Turn single moments into multi-format outputs: posts, carousels, quote cards, short clips, audio snippets, and community-native versions. • Partner with Field Marketing and Engineering/SMEs to capture content from events and community moments (not event management)—turn talks, demos, meetups, and customer/partner interactions into social-ready assets.

• Deliver a world-class customer experience as a trusted advisor that achieves success in deployment, adoption, and value realization of EDB offerings. • Create and implement individual Customer Success Plans by assessing, identifying, measuring, and defining customer goals and objectives using data analytics and customer knowledge • Proactive management of customers to optimize account health, mitigate risk, and reduce churn • Nurture accounts to identify opportunities for expansion and growth • Utilize consultative motions to drive outcomes throughout the customer lifecycle • Oversee and lead the coordination of EDB resources and escalate account issues for successful resolution • Cultivate customer relationships to build strong advocates that generate insightful case studies and customer references • Prepare and present Executive Business Reviews (EBRs) to show progress, value realization, and stakeholder management • Consult with customers on benefits and value of EDB portfolio and related technologies

• Lead, inspire, and grow a high-performing APJ technical support organization spanning multiple countries and time zones, including India, Southeast Asia, Australia, and Japan. • Develop and execute a regional support roadmap aligned with EDB's global strategy, customer commitments, and business growth targets. • Foster a culture of accountability, continuous improvement, inclusion, and customer-first thinking across all levels of the team. • Serve as the senior escalation point and executive voice of support for the APJ region, representing the organization to internal stakeholders and enterprise customers. • Define regional hiring plans, organizational structure, and career development pathways to attract and retain top support talent. • Oversee day-to-day support operations across APJ, ensuring high-quality, consistent service delivery in adherence to SLAs, SLOs, and customer commitments. • Define, monitor, and report on regional KPIs — including CSAT, NPS, time-to-resolution, escalation rates, and backlog health — to senior leadership. • Drive continuous improvement through data-driven analysis, process optimization, and structured operational reviews. • Champion the adoption of Generative AI, intelligent automation, and self-service tools to modernize the support experience and reduce resolution times. • Transform APJ support from a reactive function into a proactive value-creation organization that drives customer loyalty, retention, and expansion. • Build and execute team development plans that grow technical competency, leadership capability, and career progression within the APJ support organization.