Spinnaker Support provides global enterprise software support, managed services, and project-based consulting to many of the world’s most recognized and respected brands. Founded in 2008, our customer focus, business integrity, exacting standards, and depth of expertise have earned us the trust and loyalty of over 1,300 organizations located in 104 countries. Our dedicated international team works closely with every customer to ensure they receive exceptional, customized services that clear the way for their operational success. Today, Spinnaker Support is proud to be the industry’s highest-rated provider for third-party software support services for Oracle, SAP, JD Edwards and VMware.
We have an immediate opening for a Senior Account Executive, specializing in PostgreSQL Sales, based in the US. The Postgres Account Executive is responsible for driving net-new business and expanding existing customer relationships for Postgres-related solutions and services. This role owns the full sales cycle, from prospecting and qualification through negotiation and close, while partnering closely with Solution Consulting, Marketing, Alliances, and Customer Success.
The ideal candidate brings a proven track record in open source database solution selling, strong discovery and deal strategy skills, and the ability to align customer needs with differentiated Postgres offerings. This role requires consultative selling, disciplined pipeline management, and a focus on long-term customer value. The ideal candidate brings expertise working with hyperscalers and has experience with Oracle to Postgres migrations.
Key Responsibilities
- Identify, develop, and close new business opportunities across assigned accounts, territories, or market segments
- Build and manage a healthy pipeline through prospecting, partner collaboration, inbound follow-up, and account planning
- Lead customer conversations to uncover business priorities, technical initiatives, and buying processes
- Position Postgres solutions and services in a way that connects technical value to business outcomes
- Coordinate internal resources including solution consultants, alliances, legal, finance, and delivery teams to advance opportunities
- Develop and execute account strategies for both new logos and expansion opportunities
- Manage the full sales process including qualification, discovery, proposal development, pricing, negotiation, and close
- Maintain accurate and timely updates in CRM systems for pipeline, forecasting, and account activity
- Build trusted relationships with decision-makers, influencers, and executive sponsors
- Stay informed on market trends, customer use cases, competitive positioning, and the broader PostgreSQL ecosystem
Required Qualifications
- Bachelor’s degree in Business, Marketing, Technology, or related field, or equivalent experience
- 5+ years of experience in quota-carrying B2B sales, preferably in enterprise software, data infrastructure, database, or cloud-related solutions
- Experience selling database, open-source, cloud, or managed services solutions
- Familiarity with PostgreSQL, database migration, or modernization initiatives
- Demonstrated success achieving or exceeding revenue targets in complex sales environments
- Experience managing multi-stakeholder sales cycles with both technical and business buyers
- Strong consultative selling, discovery, negotiation, and account planning skills
- Experience using CRM tools such as Salesforce for pipeline and forecast management
- Excellent verbal and written communication skills
- Ability to travel as needed based on territory and customer requirements
Preferred Qualifications
- Experience working with channel, cloud, or alliance partners
- Understanding of enterprise procurement and legal review processes
- Formal training in sales methodologies such as MEDDPICC, Challenger, Sandler, or Command of the Message
Success Measures
- Achievement of bookings, revenue, and pipeline targets
- Forecast accuracy and CRM discipline
- Growth within strategic accounts and acquisition of new logos
- Quality of cross-functional collaboration and deal execution
- Customer satisfaction during the pre-sales and buying journey
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Skills Required
- Bachelor's degree in Business, Marketing, Technology, or related field, or equivalent experience
- 5+ years of experience in quota-carrying B2B sales, preferably in enterprise software, data infrastructure, database, or cloud-related solutions
- Experience selling database, open-source, cloud, or managed services solutions
- Familiarity with PostgreSQL, database migration, or modernization initiatives
- Demonstrated success achieving or exceeding revenue targets in complex sales environments
- Experience managing multi-stakeholder sales cycles with both technical and business buyers
- Strong consultative selling, discovery, negotiation, and account planning skills
- Experience using CRM tools such as Salesforce for pipeline and forecast management
- Excellent verbal and written communication skills
- Ability to travel as needed based on territory and customer requirements
What We Do
Spinnaker is the premier global provider of on-premise and cloud-based enterprise software support services. Mid-size to Fortune 100 global enterprises and public sector organizations that run Oracle, SAP, and Salesforce software turn to us for third-party support, managed services, and/or consulting services. Our exacting standards, proven processes, and depth of expertise have earned us the trust and loyalty of over 1,300 organizations located in 104 countries. The type of services we provide for our customers are critical to their successful operation. We monitor, maintain, enhance, and secure their software through changing business conditions to ensure it is always operating at peak performance. In 2021, we announced Ultimate support Guarantee, our commitment to delivering a high-quality support experience to our customers and the first and only such Guarantee in the market. We embrace and resolve complex challenges that others in our industry shy away from – and we always do it at a fair price
