Enterprise 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 help developers, builders, and creators bring their ideas to life with speed and simplicity, by providing a cloud data platform that makes open-source databases, search, streaming, and application infrastructure easily accessible to everyone.

As an Enterprise Account Executive for the AMER region, you will drive strategic growth by acquiring new enterprise customers and expanding relationships within our existing large accounts (>$500M revenue).This is a high-impact, quota-carrying role focused on new logo acquisition, growing usage over baseline, and increasing customer commitments in one of Aiven’s most important markets.

In this role, you will engage C-level and senior stakeholders across both technical and business functions (e.g. CTO, CIO, VP Engineering, Head of Product). You’ll leverage Aiven’s proven sales methodologies – MEDDPICC qualification, the Challenger Sales approach, and Command of the Message – to manage complex sales cycles from prospecting to close.

If you are a top-performing, enterprise SaaS seller with a talent for outcome-based selling and executive engagement, and you’re excited about helping enterprises succeed with cutting-edge open-source data technologies, we want to hear from you!

• Drive New Business:
  Identify, target, and win new enterprise logos in the AMER region, focusing on organizations with $500M+ in revenue. Lead the full sales cycle from initial outreach and value proposition through negotiation and closing.
• Expand Strategic Accounts:
  Grow revenue within existing enterprise customers by uncovering new use cases, upselling additional Aiven services, and increasing commitments beyond baseline usage. Develop strategic account and demand plans to maximize value for both the client and Aiven.
• Executive Stakeholder Engagement:
  Build trusted relationships at the C-suite and VP level, as well as with leaders in development, Dev Ops, and product management. Challenge the status quo of customers’ current data infrastructure and inspire a vision for how Aiven’s platform can drive better business outcomes.
• Solution Selling & Value Articulation:
  Become an expert in Aiven’s platform and the open-source technologies we offer (Kafka, Postgre
  
  SQL, Open Search, Clickhouse and more). Articulate the business value of our multi-cloud data and AI platform in terms of agility, cost efficiency, and time-to-market improvements. Maintain a strong Command of the Message when conveying Aiven’s value proposition and differentiation.
• MEDDPICC Sales Process:
  Rigorously qualify opportunities using the MEDDPICC framework to ensure a high-quality pipeline. Accurately forecast and execute on quarterly and annual sales plans. Manage complex sales cycles with a disciplined, metrics-driven approach to qualification, value demonstration, and closing deals.
• Cross-Functional Collaboration:
  
  Work closely with Marketing to generate pipeline, and partner with Solution Architects on technical validation and solution design for customers. Work closely with Product and Engineering to incorporate customer feedback, align on roadmap priorities, and ensure technical validation for complex solution designs.
• Market Insight & Strategy:
  Stay informed on industry trends in cloud, data infrastructure, and the AMER enterprise market. Provide feedback to Aiven’s product and leadership teams on customer needs and competitive insights. Represent Aiven at regional industry events and conferences to build brand awareness as needed.
• Exceed Targets:
  Consistently meet and exceed your sales quotas and KPIs. Take full ownership of your territory and accounts, leveraging Aiven’s high-performance sales culture and resources to deliver results and grow our presence in the region.

• Enterprise Sales Excellence: 5 to 10+ years of success in enterprise SaaS or cloud infrastructure sales, selling complex technical solutions to large organizations. A proven track record of over achievement against multimillion-dollar targets is required (e.g.…