Aiven
divh2Commercial Account Executive For The East Coast/h2pWere 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./ph3The Role:/h3pAs a Commercial Account Executive for the East Coast, you will drive predictable, repeatable revenue growth by acquiring new customers and expanding usage within high-growth technology companies generating $50M-$500M in annual revenue. This segment represents the critical scaling phase where companies are professionalizing their data infrastructure, moving from tactical solutions to strategic platforms./ppThis is a high-velocity, quota-carrying role focused on new logo acquisition and baseline usage expansion across one of North Americas most concentrated technology markets. Youll manage a territory spanning key commercial hubs including New York, Massachusetts, New Jersey, Pennsylvania, Virginia, Georgia, and Floridaregions experiencing intense venture capital activity and home to thousands of 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. This is a hunter role requiring 100% self-sourced pipeline generationthere is no SDR support./ppYou 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. Youll leverage proven sales methodologiesMEDDPICC qualification, Challenger Sales, and Command of the Messageto manage efficient sales cycles from discovery to close, typically 30-120 days./ph3What Youll Do:/h3pstrongOwn Complete Pipeline Generation:/strong/pulliGenerate 100% of your pipeline through strategic outbound prospecting, account-based approaches, and relationship development./liliQualify 4 opportunities per month (3 medium-sized $100K-$200K ARR, 1 large-sized $200K-$400K ARR) using rigorous MEDDPICC framework./liliGenerate $6.6M in qualified pipeline annually through disciplined territory management and multi-channel prospecting./li/ulpstrongDrive New Logo Acquisition:/strong/pulliClose 6 new enterprise customers annually at $150K average ARR in your East Coast territory, focusing on high-growth technology companies across Fintech, B2B SaaS, Digital Commerce, AdTech, and Industrial Tech sectors./liliLead the full sales cycle from initial prospecting and discovery through technical validation, negotiation, and closing./li/ulpstrongExecute Strategic Prospecting:/strong/pulliDevelop and maintain target account lists of 100-150 ideal customer profile companies./liliConduct deep account research using LinkedIn Sales Navigator, ZoomInfo, Crunchbase, and 6sense to identify trigger events and buying signals./liliExecute 80-100+ weekly prospecting touches across calls, emails, LinkedIn, and video messaging to secure first meetings with target personas./li/ulpstrongDirector
VP-Level Stakeholder Engagement:/strong/pulliBuild trusted relationships with Directors and VPs in Engineering, Platform, DevOps, and Data organizations./liliChallenge the status quo of customers current data infrastructure (DIY Kafka, cloud vendor lock-in, operational overhead) and inspire a vision for how Aivens platform drives better business outcomes./li/ulpstrongSolution Selling
Value Articulation:/strong/pulliBecome an expert in Aivens platform and the open-source technologies we offer (Kafka, PostgreSQL, OpenSearch, ClickHouse and more)./liliArticulate business value in terms of reduced operational overhead (40-60%), faster time-to-production (3-5x), and infrastructure cost optimization (30-50%)./liliMaintain strong Command of the Message when conveying Aivens value proposition and differentiation./li/ulpstrongMEDDPICC Sales Process:/strong/pulliRigorously qualify all opportunities using the MEDDPICC framework to ensure high-quality pipeline./liliMaintain complete MEDDPICC documentation in Salesforce for every qualified opportunity./liliAccurately forecast with 85%+ commit accuracy and execute on quarterly sales plans./liliManage 30-90 day sales cycles with disciplined, metrics-driven approach to qualification and closing deals./li/ulpstrongCross-Functional Collaboration:/strong/pulliPartner closely with Solution Architects on technical validation and proof-of-concept management for qualified opportunities./liliWork with Customer Success to ensure seamless onboarding and adoption./liliCollaborate with Product and Engineering to incorporate customer feedback and align on roadmap priorities for strategic opportunities./li/ulpstrongTerritory Planning
Market Insight:/strong/pulliDevelop and maintain 90-day rolling territory plans with clear account prioritization and pipeline generation goals./liliMonitor technographic signals, funding events, and technology adoption patterns to identify high-intent accounts./liliRepresent Aiven at regional industry events and conferences to build network and generate pipeline./li/ulpstrongExceed Targets:/strong/pulliConsistently meet and exceed your sales quotas and KPIs./liliTake full ownership of your territory and accounts, maintaining minimum 4:1 pipeline coverage ratio and balanced quarterly performance to deliver results./li/ulh3What Were Looking For:/h3pstrongCommercial Sales Excellence:/strong/pulli3-5 years of success in commercial or mid-market B2B SaaS sales, selling complex technical solutions to scaling technology companies./liliProven track record of 100% self-sourced pipeline generation with consistent quota attainment of 90-100%+ against multimillion-dollar targets (e.g., Presidents Club or top 20% performer)./li/ulpstrongSelf-Sufficient Hunter:/strong/pulliDemonstrated ability to generate $5M-$8M in annual qualified pipeline through outbound prospecting across multiple channels without SDR support./liliExperience closing 6-12 new logos annually with $100K-$300K ACV deal sizes and 60-160 day sales cycles./liliStrong prospecting skills with ability to maintain 50+ weekly touches and convert outreach to meetings at 10-15% rates./li/ulpstrongOutcome-Focused Challenger:/strong/pulliSkilled in outcome-based sellingyou focus on customers business objectives and pains, and tailor solutions to deliver measurable value./liliComfortable challenging customers thinking (in a professional, insightful manner) to guide them toward better solutions, in line with the Challenger Sales methodology./li/ulpstrongMEDDPICC
Methodology Mastery:/strong/pulliHands-on experience with MEDDIC/MEDDPICC or similar sales frameworks, adept at using structured qualification in your sales process./liliAble to maintain Command of the Message, communicating value and differentiation clearly at every stage of the sales cycle./liliTrack record of 85%+ forecast accuracy based on evidence-based qualification./li/ulpstrongDomain
Technical Acumen:/strong/pulliFamiliarity with open-source technologies, data infrastructure, cloud services, and developer platforms (e.g., Apache Kafka, databases, analytics, streaming platforms)./liliYou can credibly discuss technical concepts and align them with business outcomes, bridging conversations between engineering teams and business leaders./li/ulpstrongTarget Market Expertise:/strong/pulliExperience selling into scaling technology companies ($50M-$500M revenue) across East Coast ecosystems, particularly Fintech (NY, MA, GA), B2B SaaS (NY, MA, VA), Digital Commerce (FL, NJ, NC), AdTech/MarTech (NY, NJ, CT), and Industrial Tech (NJ, PA, MD)./liliUnderstanding of venture/li/ul/div
VP-Level Stakeholder Engagement:/strong/pulliBuild trusted relationships with Directors and VPs in Engineering, Platform, DevOps, and Data organizations./liliChallenge the status quo of customers current data infrastructure (DIY Kafka, cloud vendor lock-in, operational overhead) and inspire a vision for how Aivens platform drives better business outcomes./li/ulpstrongSolution Selling
Value Articulation:/strong/pulliBecome an expert in Aivens platform and the open-source technologies we offer (Kafka, PostgreSQL, OpenSearch, ClickHouse and more)./liliArticulate business value in terms of reduced operational overhead (40-60%), faster time-to-production (3-5x), and infrastructure cost optimization (30-50%)./liliMaintain strong Command of the Message when conveying Aivens value proposition and differentiation./li/ulpstrongMEDDPICC Sales Process:/strong/pulliRigorously qualify all opportunities using the MEDDPICC framework to ensure high-quality pipeline./liliMaintain complete MEDDPICC documentation in Salesforce for every qualified opportunity./liliAccurately forecast with 85%+ commit accuracy and execute on quarterly sales plans./liliManage 30-90 day sales cycles with disciplined, metrics-driven approach to qualification and closing deals./li/ulpstrongCross-Functional Collaboration:/strong/pulliPartner closely with Solution Architects on technical validation and proof-of-concept management for qualified opportunities./liliWork with Customer Success to ensure seamless onboarding and adoption./liliCollaborate with Product and Engineering to incorporate customer feedback and align on roadmap priorities for strategic opportunities./li/ulpstrongTerritory Planning
Market Insight:/strong/pulliDevelop and maintain 90-day rolling territory plans with clear account prioritization and pipeline generation goals./liliMonitor technographic signals, funding events, and technology adoption patterns to identify high-intent accounts./liliRepresent Aiven at regional industry events and conferences to build network and generate pipeline./li/ulpstrongExceed Targets:/strong/pulliConsistently meet and exceed your sales quotas and KPIs./liliTake full ownership of your territory and accounts, maintaining minimum 4:1 pipeline coverage ratio and balanced quarterly performance to deliver results./li/ulh3What Were Looking For:/h3pstrongCommercial Sales Excellence:/strong/pulli3-5 years of success in commercial or mid-market B2B SaaS sales, selling complex technical solutions to scaling technology companies./liliProven track record of 100% self-sourced pipeline generation with consistent quota attainment of 90-100%+ against multimillion-dollar targets (e.g., Presidents Club or top 20% performer)./li/ulpstrongSelf-Sufficient Hunter:/strong/pulliDemonstrated ability to generate $5M-$8M in annual qualified pipeline through outbound prospecting across multiple channels without SDR support./liliExperience closing 6-12 new logos annually with $100K-$300K ACV deal sizes and 60-160 day sales cycles./liliStrong prospecting skills with ability to maintain 50+ weekly touches and convert outreach to meetings at 10-15% rates./li/ulpstrongOutcome-Focused Challenger:/strong/pulliSkilled in outcome-based sellingyou focus on customers business objectives and pains, and tailor solutions to deliver measurable value./liliComfortable challenging customers thinking (in a professional, insightful manner) to guide them toward better solutions, in line with the Challenger Sales methodology./li/ulpstrongMEDDPICC
Methodology Mastery:/strong/pulliHands-on experience with MEDDIC/MEDDPICC or similar sales frameworks, adept at using structured qualification in your sales process./liliAble to maintain Command of the Message, communicating value and differentiation clearly at every stage of the sales cycle./liliTrack record of 85%+ forecast accuracy based on evidence-based qualification./li/ulpstrongDomain
Technical Acumen:/strong/pulliFamiliarity with open-source technologies, data infrastructure, cloud services, and developer platforms (e.g., Apache Kafka, databases, analytics, streaming platforms)./liliYou can credibly discuss technical concepts and align them with business outcomes, bridging conversations between engineering teams and business leaders./li/ulpstrongTarget Market Expertise:/strong/pulliExperience selling into scaling technology companies ($50M-$500M revenue) across East Coast ecosystems, particularly Fintech (NY, MA, GA), B2B SaaS (NY, MA, VA), Digital Commerce (FL, NJ, NC), AdTech/MarTech (NY, NJ, CT), and Industrial Tech (NJ, PA, MD)./liliUnderstanding of venture/li/ul/div