SMB Account Executive Job Austin area,Texas USA,Sales

As an AE in North America, you will drive new customer acquisition and revenue growth within high-velocity segments of the North American market
This is a closing role—you own the full sales cycle from initial engagement through signed contract for companies under $250M in revenue, as well as PLG conversions from Aiven’s self-service and trial user base
This role operates at the intersection of product-led growth and inside sales execution. You will convert high-intent signals—trial activations, self-service usage, consumption spikes—into qualified opportunities and closed revenue
You will also generate pipeline through outbound prospecting, field events, and digital marketing campaigns. The ability to read product usage data, prioritize based on buying signals, and execute fast sales cycles is essential
There are clear success metrics: 10 closed new logos annually at $25K average ARR, delivering $300K in total ARR per fiscal year. You will qualify 6 opportunities per month using rigorous MEDDPICC standards and generate $1.4M in qualified pipeline annually through a combination of PLG conversion, outbound prospecting, and marketing-sourced leads. This is a high-activity, high-velocity role with 30-60ợi र ***%
You will engage technical decision-makers—Engineering Managers, Platform Leads, Senior Engineers, Dev Ops Managers—at companies professionalizing their data infrastructure. These buyers can often evaluate and approve purchases without extensive procurement cycles, which means your ability to build urgency, demonstrate value quickly, and close efficiently determines your success
Close New Business:
Close 10 new logos annually at $25K average ARR, delivering $300K in total ARR against your annual quote
Own the full sales cycle from initial engagement through contract signature—discovery, qualification, demo, proposal, negotiation, close
Execute 30-60 day sales cycles with discipline and urgency—these are not long enterprise evaluations; speed and efficiency are competitive advantages
Maintain 85%+ forecast accuracy at commit through evidence-based qualification and disciplined pipeline management
Convert PLG Signals into Revenue:
Monitor and prioritize trial activations, self-service usage, and consumption patterns to identify high-intent prospects ready for sales engagement
Engage self-service users demonstrating expansion signals—increased cluster usage, new service adoption, team account additions—and convert them to committed contracts
Develop expertises in reading product usage data to qualify buying intent: which behaviors indicate serious evaluation vs. casual exploration
Execute speed-to-lead on PLG conversions—these opportunities have short windows; the first seller to engage with value often wins
Generate Pipeline Through Multi-Channel Prospecting:
Qualify 6 opportunities per month (72 annually) using rigorous MEDDPICC framework—each opportunity must have identified pain, decision-maker access, and defined timeline
Generate $1.4M in qualified pipeline annually through outbound prospecting, PLG conversion, field events, and digital marketing campaign follow-up
Execute 80-100+ weekly prospecting touches across calls, emails, Linked In, and video messaging to secure meetings with target personas
Work marketing-sourced leads from digital campaigns, content programs, and field events with rapid follow-up and qualification discipline
Build and maintain target account lists of 75-100 ideal customer profile companies within your territory
Engage Technical Decision-Makers:
Build relationships with Engineering Managers, Platform Leads, Senior Engineers, Dev Ops Managers, and Data Engineering Leads who can evaluate and approve purchases
Position Aiven’s value in terms that matter to technical buyers:…