Commercial Account Executive

• Own complete pipeline generation
• Generate 100% of your pipeline through strategic outbound prospecting, account-based approaches, and relationship development
• Qualify 4 opportunities per month using rigorous MEDDPICC framework
• Generate $6.6M in qualified pipeline annually
• Close 6 new enterprise customers annually at $150K average ARR in your East Coast territory
• Lead the full sales cycle from initial prospecting and discovery through technical validation, negotiation, and closing
• Execute strategic prospecting
• Develop and maintain target account lists of 100-150 ideal customer profile companies
• Conduct deep account research
• Execute 80-100+ weekly prospecting touches
• Build trusted relationships with Directors and VPs
• Challenge the status quo of customers' current data infrastructure
• Become an expert in Aiven's platform and the open-source technologies we offer
• Articulate business value
• Maintain strong Command of the Message
• Rigorously qualify all opportunities using the MEDDPICC framework
• Maintain complete MEDDPICC documentation in Salesforce
• Accurately forecast with 85%+ commit accuracy
• Manage 30-90 day sales cycles
• Partner closely with Solution Architects
• Work with Customer Success
• Collaborate with Product and Engineering
• Develop and maintain 90-day rolling territory plans
• Monitor technographic signals, funding events, and technology adoption patterns
• Represent Aiven at regional industry events and conferences
• Consistently meet and exceed your sales quotas and KPIs
• Take full ownership of your territory and accounts

• 3-5 years of success in commercial or mid-market B2B SaaS sales, selling complex technical solutions to scaling technology companies
• Proven track record of 100% self-sourced pipeline generation with consistent quota attainment of 90-100%+ against multimillion-dollar targets
• Demonstrated ability to generate $5M-$8M in annual qualified pipeline through outbound prospecting across multiple channels without SDR support
• Experience closing 6-12 new logos annually with $100K-$300K ACV deal sizes and 60-160 day sales cycles
• Strong prospecting skills with ability to maintain 50+ weekly touches and convert outreach to meetings at 10-15% rates
• Skilled in outcome-based selling
• Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks
• Familiarity with open-source technologies, data infrastructure, cloud services, and developer platforms
• Experience selling into scaling technology companies ($50M-$500M revenue) across East Coast ecosystems
• Excellent communication, presentation, and negotiation skills
• A self-driven, entrepreneurial approach with discipline to thrive in a high-performance, high-growth culture
• Willingness to travel 25-35% for customer meetings and events
• Comfortable with hybrid work model and self-disciplined in remote environment

Experience in a fast-paced startup or scale-up environment is a plus

• Participate in Aiven’s equity plan
• Balance work and life with our hybrid work policy
• Choose the equipment you need to set yourself up for success
• Use your Professional Development Plan budget for learning opportunities
• Receive holistic wellbeing support through our global Employee Assistance Program
• Global Time Off Commitment (Parental and Sick Leave, as well as Personal Time)
• Enjoy country-specific benefits