Commercial Account Executive

We're a global team of over 400 people, working together to push the boundaries of open-source technology and multi-cloud solutions. Our vision is to become the trusted Data & AI Platform for everyone, leveraging the most popular open-source technologies like Apache Kafka, Aiven for Postgre

SQL, Aiven for Clickhouse, and Aiven for Open Search. to help companies accelerate time-to-market, drive efficiency, and build innovative solutions across any cloud. Right now, we're looking for a to join our team who shares our passion for forward-thinking and innovative approaches.

About this team

Our Sales team plays a crucial role in our growth and profitability. We want to be the trusted data source data platform for everyone - which, let's face it, is an ambitious target. But thanks to our dedicated GTM teams we are growing fast. Right now, we are looking for a Commercial Account Executive

Who we are

So, how do we become the trusted open source data platform for everyone? By listening closely to our customers and taking action to ensure they achieve their business goals. You see, the software we create is merely a means of delivering value. Our thinking is customer-first. That's why our customers are at the front and center of all we do. And in the spirit of sideways thinking, we're by their side as well.

Actively helping them solve their challenges. Collaborating. Sharing. And innovating. In other words, it really isn't just about who we are. It's about who our customers are - and where they want to be.

Our Values

Aiveners use the V2

MOM framework to set and align on business goals. In order to achieve those business goals we live by our values which unite us in our ways of working, globally.

These values are embedded in our business processes and support us in collaborating and role modelling positive and productive behaviours in our daily work, something you will have the opportunity to demonstrate throughout your interview journey with us.

The Role:

As a Commercial Account Executive for the East Coast, you will drive predictable, repeatable revenue growth by acquiring new customers and expanding usage within high-growth technology companies generating $50M-$500M in annual revenue. This segment represents the critical scaling phase where companies are professionalizing their data infrastructure, moving from tactical solutions to strategic platforms.

This is a high-velocity, quota-carrying role focused on new logo acquisition and baseline usage expansion across one of North America's most concentrated technology markets. You'll manage a territory spanning key commercial hubs including New York, Massachusetts, New Jersey, Pennsylvania, Virginia, Georgia, and Florida-regions experiencing intense venture capital activity and home to thousands of scaling technology companies across Fintech, B2B SaaS, Digital Commerce, and Industrial Tech sectors.

There are clear success metrics: 6 closed new logos annually with an average deal size of $150K ARR, while generating $6.6M in qualified pipeline per fiscal year. This is a hunter role requiring 100% self-sourced pipeline generation-there is no SDR support

You will engage Director and VP-level stakeholders across technical and business functions (VP Engineering, Director of Platform, Head of Dev Ops, Director of Data Engineering), positioning Aiven as the strategic open-source data platform that enables their next phase of growth. You'll leverage proven sales methodologies-MEDDPICC qualification, Challenger Sales, and Command of the Message-to manage efficient sales cycles from discovery to close, typically 30-120 days.

What You'll Do:

Own Complete Pipeline Generation:

* Generate 100% of your pipeline through strategic outbound prospecting, account-based approaches, and relationship development.

* Qualify 4 opportunities per month (3 medium-sized $100K-$200K ARR, 1 large-sized $200K-$400K ARR) using rigorous MEDDPICC framework.

* Generate $6.6M in qualified pipeline annually through disciplined territory management and multi-channel prospecting.

Drive New Logo Acquisition:

* Close 6 new enterprise customers annually at $150K average ARR in your East Coast territory, focusing on high-growth technology companies across Fintech, B2B SaaS, Digital Commerce, AdTech, and Industrial Tech sectors.

* Lead the full sales cycle from initial prospecting and discovery through technical validation, negotiation, and closing.

Execute Strategic Prospecting:

* Develop and maintain target account lists of 100-150 ideal customer profile companies.

* Conduct deep account research using Linked In Sales Navigator, Zoom Info, Crunchbase, and 6sense to identify trigger events and buying signals.

* Execute 80-100+ weekly prospecting touches across calls, emails, Linked In, and video messaging to secure first meetings with target personas.

Director & VP-Level Stakeholder Engagement:

* Build trusted relationships with Directors and VPs in Engineering, Platform, Dev Ops, and Data organizations.

* Challenge the status quo of…