Aiven36

Enterprise Account Executive

Austin, Texas, United States

Sponsorship not specifiedDetected 43 days ago

PostgreSQLElasticsearchCloud PlatformsDevOpsKafkaMachine LearningSalesAccount ManagementNegotiationLeadershipCommunicationCollaboration

About the role

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).
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.
Develop strategic account and demand plans to maximize value for both the client and Aiven.
Maintain a strong Command of the Message when conveying Aiven's value proposition and differentiation.
Work closely with Product and Engineering to incorporate customer feedback, align on roadmap priorities, and ensure technical validation for complex solution designs.
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.
We make all reasonable accommodations for persons with disabilities or who otherwise need support to thrive in the workplace.

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 overachievement against multimillion-dollar targets is required (e.g. President's Club or top 10% performer).
Strategic Deal Maker: Demonstrated ability to close complex, consultative deals with long sales cycles and multiple stakeholders.
Experience engaging senior technical (CTO, VP Engineering, Architects) and business leaders, with an emphasis on solving strategic challenges rather than just pushing products.
MEDDPICC & Methodology Mastery: Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks, and adept at using structured qualification in your sales process.
You can credibly discuss technical concepts and align them with business outcomes, bridging conversations between engineering teams and executives.

A self-driven, entrepreneurial approach with the discipline to thrive in a high-performance, high-growth culture.
Experience in a fast-paced startup or scale-up environment is a plus.
High-Performance Mindset: A self-driven, entrepreneurial approach with the discipline to thrive in a high-performance, high-growth culture.

Articulate the business value of our multi-cloud data and AI platform in terms of agility, cost efficiency, and time-to-market improvements.
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.
Excellent communication, presentation, and negotiation skills.
Able to engage in consultative discussions with C-level executives and simplify complex ideas into compelling narratives.

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.

Participate in Aiven's equity plan.
Use your Professional Development Plan budget for learning opportunities.
Receive holistic wellbeing support through our global Employee Assistance Program.
Inquire about our Global Time Off Commitment (Parental and Sick Leave, as well as Personal Time)
Enjoy country-specific benefits for our global cast.
Our global benefits are designed to help you thrive and grow, personally and professionally:

If you think Aiven is the place for you and that our Values align with yours, send us your resume and we'll get in touch!
Expand Strategic Accounts: Grow revenue within existing enterprise customers by uncovering new use cases, upselling additional Aiven services, and increasing commitments beyond baseline usage.
Solution Selling & Value Articulation: Become an expert in Aiven's platform and the open-source technologies we offer (Kafka, PostgreSQL, OpenSearch, Clickhouse and more).
Cross-Functional Collaboration: Work closely with Marketing to generate pipeline, and partner with Solution Architects on technical validation and solution design for customers.
What We're Looking For:
Outcome-Focused Challenger: Skilled in outcome-based selling - you focus on customers' business objectives and pains, and tailor solutions to deliver measurable value.
Comfortable challenging customers' thinking (in a professional, insightful manner) to guide them toward better solutions, in line with the Challenger Sales methodology.
At Aiven we are committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in our working environment and job application procedures.
We are committed to continuously improving workplace accessibility.

This listing is sourced directly from Aiven36's careers page and normalized into a canonical job model.