Aiven36
Commercial Account Executive
Austin, Texas, United States
Sponsorship not specifiedDetected 19 days ago
PostgreSQLElasticsearchDevOpsKafkaData EngineeringSalesforceSalesAccount ManagementNegotiationOutbound SalesCustomer SuccessResearchCommunicationCollaboration
About the role
- 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 North America by targeting 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.
Responsibilities
- Own Complete Pipeline Generation:
- Drive New Logo Acquisition:
- Lead the full sales cycle from initial prospecting and discovery through technical validation, negotiation, and closing.
- Develop and maintain target account lists of 100-150 ideal customer profile companies.
- Build trusted relationships with Directors and VPs in Engineering, Platform, DevOps, and Data organizations.
Requirements
- 3-5 years of success in commercial or mid-market B2B SaaS sales, selling complex technical solutions to scaling technology companies.
- Proven track record of 100% self-sourced pipeline generation with consistent quota attainment of 90-100%+ against multimillion-dollar targets (e.g., President's Club or top 20% performer).
- Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks, adept at using structured qualification in your sales process.
- Track record of 85%+ forecast accuracy based on evidence-based qualification.
Nice to have
- A self-driven, entrepreneurial approach with discipline to thrive in a high-performance, high-growth culture.
- Experience in a fast-paced startup or scale-up environment is a plus.
- Comfortable with ambiguity and autonomy inherent in self-sourced pipeline roles.
Skills
- Excellent communication, presentation, and negotiation skills.
- Able to engage in consultative discussions with Director and VP-level executives and simplify complex ideas into compelling narratives.
- Strong written communication for crafting compelling, personalized outreach that generates meetings.
Compensation
- 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 DevOps, 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.
- 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.
Benefits
- Challenge the status quo of customers' current data infrastructure (DIY Kafka, cloud vendor lock-in, operational overhead) and inspire a vision for how Aiven's platform drives better business outcomes.
Company info
- We're a global team of over 400 people, working together to push the boundaries of open-source technology and multi-cloud solutions.
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