Enterprise Account Executive
Enterprise Account Executive
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Job Description
Were 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 PostgreSQL Aiven for Clickhouse and Aiven for OpenSearch. to help companies accelerate time-to-market drive efficiency and build innovative solutions across any cloud.
About this Team:
Our Customer Growth team plays a crucial role in our growth and profitability. We want to be the trusted data source data platform for everyone which lets face it is an ambitious target. But thanks to our dedicated sales pre-sales and post-sales teams we are growing fast.
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. Thats why our customers are at the front and center of all we do. And in the spirit of sideways thinking were by their side as well. Actively helping them solve their challenges. Collaborating. Sharing. And innovating. In other words it really isnt just about who we are. Its about who our customers are and where they want to be.
Our Crabby Principles:
Aiveners use the V2MOM framework to set and align on business goals. In order to achieve those business goals we live by our Crabby Principles which unite us in our ways of working globally.
These principles 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 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 Aivens 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). Youll leverage Aivens 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 youre excited about helping enterprises succeed with cutting-edge open-source data technologies we want to hear from you!
What Youll Do:
- 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 DevOps and product management. Challenge the status quo of customers current data infrastructure and inspire a vision for how Aivens platform can drive better business outcomes.
- Solution Selling & Value Articulation: Become an expert in Aivens platform and the open-source technologies we offer (Kafka PostgreSQL OpenSearch 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 Aivens 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 Aivens 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 Aivens high-performance sales culture and resources to deliver results and grow our presence in the region.
What Were Looking For:
- 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. Presidents 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.
- 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.
- MEDDPICC & Methodology Mastery: Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks and adept at using structured qualification in your sales process. Able to maintain Command of the Message communicating value and differentiation clearly at every stage of the sales cycle.
- Domain & Technical Acumen: Familiarity with open-source technologies data infrastructure cloud services and developer platforms (e.g. Apache Kafka databases analytics AI/ML use cases). You can credibly discuss technical concepts and align them with business outcomes bridging conversations between engineering teams and executives.
- Executive Presence & Communication: Excellent communication presentation and negotiation skills. Able to engage in consultative discussions with C-level executives and simplify complex ideas into compelling narratives.
- High-Performance Mindset: A self-driven entrepreneurial approach with the discipline to thrive in a high-performance high-growth culture. You take ownership of your results and also collaborate well within a global team. Experience in a fast-paced startup or scale-up environment is a plus.
Dont worry if your experience doesnt line up perfectly we still encourage everyone to apply. We believe in investing in our crabs professional growth.
Our Offer:
If you ask us whats the best thing about working for Aiven many will probably say its the high concentration of talent from around the world that we have here. Enjoy the agile environment of a hyperscale scale-up where you can truly make an impact and have fun while at it.
We invest in you:
- Participate in Aivens equity plan.
- With Aiven locations spanning the globe we want all of our crabs to find the right balance with our hybrid work policy.
- Get the needed equipment to set yourself up for success.
- Step up your career game with real employer support (use one of our learning platforms annual learning budget and more).
- Get holistic wellbeing support through our global Employee Assistance Program.
Make a difference at Aiven:
- Contribute to open-source projects that you find meaningful outside of work - and get paid for it! Our Plankton program recognizes extra work to the open-source ecosystem for developers and non-developers alike
- Use up to 5 days per year to volunteer for a good cause of your choice
- Join one of our team member resource groups - empower yourself and others in missions that resonate with you
What else:
- Need insurance: Weve got you covered - benefit from our: Comprehensive health insurance options including dental and vision benefits and Life and AD&D insurance
- Your wellbeing matters: we provide you with a health savings account with Aiven contributions as well as short and long term disability plans that protect you if youre unable to work
- Looking after your future: youre covered by 401(k) and roth 401(k) retirement plans
Amazing! Whats next:
Once applying you should hear from our Talent Experience team within five days regarding the status of your application. If you are selected to move forward you can generally expect four stages with us:
- 60-minute call with one of our Talent Experience Partners
- 60-minute Depth of Expertise Interview with the hiring manager
- 60-minute Skills Interview and/or Presentation with the wider team
- 60-minute Crabby Principles Interview
E-verify:
Aiven participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. More information about our participation in e-verify can be found here.
How to Recognize and Avoid Employment Scams:
There has been a rise in fake job postings used by scammers to get personal information. Please familiarize yourself with the red flags of a potential scam.
Here at Aiven all of our emails relating to recruitment come from an @ @ or @ domain and all of our interviews are conducted over video call or in person our interviews will never occur over text or chat. If youre unsure of the legitimacy of a job opportunity/offer pertaining to Aiven please dont hesitate to reach out to us at
Equal Opportunities:
Aiven provides equal employment opportunities to all qualified employees and applicants for employment without regard to age gender identity national or ethnic origin religion sexual orientation physical and mental ability marital and family status or without regard to any other similar personal attributes. Aiven complies with applicable local laws governing non-discrimination in employment in every location in which the company operates. This policy applies to all terms and conditions of employment including recruiting hiring placement promotion termination layoff transfer leaves of absence compensation training and any other terms and conditions related to employment.
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 make all reasonable accommodations for persons with disabilities or who otherwise need support to thrive in the workplace. We are committed to continuously improving workplace accessibility. There is an option to request a discussion in the application process but if you have any questions before applying please write to us at
Required Experience:
IC
Employment Type
Full Time
