Paul K.

Critic
DISC Type : C

Director, Sales Engineering, Americas at EDB

Boston, Massachusetts, United States

Overview

Paul is the Director of Sales Engineering for the Americas at EDB, where he leads teams focused on Data and AI solutions. An MBA graduate from Boston University, he has a documented history of building high-performing teams and driving significant revenue growth at companies like MuleSoft and Salesforce, particularly within the Healthcare sector.

Beyond his core role, Paul is dedicated to fostering innovation by serving as a mentor for startups through the MIT Enterprise Forum Poland. This international involvement highlights a passion for guiding and developing emerging technology companies.

His teams have achieved remarkable success, including 176% attainment and 90% year-over-year growth while supporting top-performing executives.

Personality Overview

Precise

Critic

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  It is very likely that they will negotiate pricing or other important terms. They choose to analyze logically and value facts to emotions.

Topics They Care About

AI in Healthcare
Managed the Healthcare & Life Sciences solutions engineering team at MuleSoft, hosting workshops on industry-specific use cases for Agentic AI.
High-Growth Teams
Frequently posts about hiring "coachable, hungry, and curious" individuals to join his high-performing teams that have achieved up to 176% attainment.
Generative AI Platforms
His current focus at EDB includes promoting its Postgres AI (PGAI) managed platform to accelerate generative AI, transactional, and analytical workloads.

Media Appearances

Paul has no verified media appearances

Work History

8-2025
Director, Sales Engineering, Americas at EDB
2-2024 - 8-2025
Senior Manager, Solutions Engineering, Healthcare & Life Sciences at MuleSoft
2-2024 - 8-2025
Senior Manager, Solutions Engineering, Healthcare & Life Sciences at Salesforce
9-2021 - 2-2024
Manager, Solutions Engineering, Healthcare & Life Sciences at MuleSoft
9-2021 - 2-2024
Manager, Solutions Engineering, Healthcare & Life Sciences at Salesforce

Education

Master of Business Administration (M.B.A.) from Questrom School of Business, Boston University
Bachelor of Science (BS) from Central Connecticut State University

More Information

Social Presence :

Prographics :

Exp : 16 Location : Boston, Massachusetts, United States Job Level : Mid-senior Designation : Director, Sales Engineering, Americas at EDB
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Paul

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Paul take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Paul

Personality Compatibility


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