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Aiven is a global cloud data platform company with over 400 employees, providing open-source databases, search, streaming, and application infrastructure across multi-cloud environments. As an Enterprise Account Executive, you will drive new customer acquisition and revenue expansion within the UK and Ireland (UKI) territory, targeting high-growth technology companies with $100M–$1B in annual revenue across Fintech, B2B SaaS, Digital Commerce, AdTech, and Industrial Tech sectors.
This is a quota-carrying, hunter-focused role with 100% self-sourced pipeline generation and no SDR support. You will own the complete sales cycle from prospecting through close, engaging Director and VP-level stakeholders (VP Engineering, Director of Platform, Head of DevOps, Director of Data Engineering) to position Aiven as a strategic open-source data platform. Success metrics include closing a minimum of 6 new logos annually at $150K average ARR, generating $6.6M in qualified pipeline per fiscal year, and maintaining 85%+ forecast accuracy.
Key responsibilities include: developing and maintaining target account lists of 100–150 ideal customer profile companies; executing 80–100+ weekly prospecting touches across calls, emails, LinkedIn, and video messaging; qualifying 4 opportunities per month using the MEDDPICC framework; conducting deep account research using LinkedIn Sales Navigator, Clay, Onfire, Crunchbase, and 6sense to identify trigger events; articulating Aiven's value proposition around reduced operational overhead (40–60%), faster time-to-production (3–5x), and infrastructure cost optimization (30–50%); managing sales cycles typically lasting 30–120 days; and collaborating with Solution Architects, Customer Success, and Product teams on technical validation and customer onboarding.
You will leverage proven sales methodologies including MEDDPICC qualification, Challenger Sales, and Command of the Message. The role requires expertise in Aiven's platform and open-source technologies (Kafka, PostgreSQL, OpenSearch, ClickHouse, and others), strong territory planning capabilities, and the ability to challenge customers' current data infrastructure approaches while inspiring a vision for better business outcomes.
