Commercial Account Executive

We’re 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. The Role As a Commercial Account Executive, 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 role focuses on new logo acquisition and baseline usage expansion across North America in the Fintech, B2B SaaS, Digital Commerce, and Industrial Tech sectors. What You'll Do Own Complete Pipeline Generation: Generate 100% of your pipeline through strategic outbound prospecting, account‑based approaches, and relationship development. Qualify 4 opportunities per month (3 medium‑size $100K‑$200K ARR, 1 large‑size $200K‑$400K ARR) using MEDDPICC. Generate $6.6M in qualified pipeline annually. Drive New Logo Acquisition: Close 6 new enterprise customers annually at $150K average ARR in the East Coast territory. Lead the full sales cycle from prospecting to closing. Execute Strategic Prospecting: Develop and maintain a list of 100‑150 ideal customer profiles. Conduct deep account research using LinkedIn Sales Navigator, ZoomInfo, Crunchbase, and 6sense. Execute 80‑100+ weekly prospecting touches. Director & VP‑Level Stakeholder Engagement: Build trusted relationships with Directors and VPs. Challenge current data infrastructure and inspire a vision for Aiven’s platform. Solution Selling & Value Articulation: Become an expert in Aiven’s platform and open‑source technologies. Articulate business value (30‑60% operational overhead reduction, 3‑5x faster time‑to‑production, 30‑50% cost optimization). MEDDPICC Sales Process: Qualify opportunities with MEDDPICC and maintain documentation in Salesforce. Accurately forecast with 85%+ commit accuracy and manage 30‑90‑day sales cycles. Cross‑Functional Collaboration: Partner with Solution Architects for validation and proof‑of‑concepts. Work with Customer Success for onboarding. Collaborate with Product & Engineering on customer feedback. Territory Planning & Market Insight: Develop 90‑day territory plans and monitor technographic signals. Represent Aiven at regional industry events. Exceed Targets: Meet and exceed sales quotas and KPIs. Maintain minimum 4:1 pipeline coverage ratio. What We’re Looking For Commercial Sales Excellence: 3‑5 years in B2B SaaS sales to scaling technology companies. Proven record of 100% self‑sourced pipeline and 90‑100% quota attainment. Self‑Sufficient Hunter: Generate $5M‑$8M annual qualified pipeline. Close 6‑12 new logos annually with $100K‑$300K ACV. Maintain 50+ weekly touches and 10‑15% meeting conversion. Outcome‑Focused Challenger: Apply outcome‑based selling and challenge customers’ thinking. MEDDPICC & Methodology Mastery: Hands‑on MEDDPICC experience and Command of the Message. 85%+ forecast accuracy. Domain & Technical Acumen: Familiarity with open‑source technologies, data infrastructure, and cloud services. Credible technical communication with engineering teams. Target Market Expertise: Experience selling to $50M‑$500M East Coast tech companies across relevant verticals. Knowledge of venture capital dynamics. Executive Presence & Communication: Excellent presentation and negotiation skills. Ability to engage VPs and simplify complex ideas. Strong written outreach proficiency. High‑Performance Mindset: Self‑driven, disciplined, and comfortable with ambiguity. Experience in fast‑paced startup/scale‑up environment. Geography & Work Style: Willingness to travel 25‑35% for customer meetings and events. Comfortable with hybrid work model and remote discipline. Benefits Equity plan participation. Hybrid work policy. Equipment selection to support success. Professional Development Plan budget. Employee Assistance Program for holistic wellbeing. Global Time Off Commitment (Parental, Sick, Personal). Country‑specific benefits per location. Equal Opportunity Employment 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 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. Aiven is committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in the working environment and job application procedures. #J-18808-Ljbffr