Enterprise Account Executive Job at Aiven Deutschland GmbH (Berlin)

Enterprise Account Executive

Aiven Deutschland GmbH

Location:
Germany , Berlin

Category:
Sales

Contract Type:
Not provided

Salary:

Not provided

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Job Description:

Aiven is a global technology company providing an open-source data and AI platform across all major clouds. Our platform empowers businesses to stream, store, and analyze data in multi-cloud environments with speed, security, and scalability. As an Enterprise Account Executive for the DACH 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 Aiven’s most important markets.

Job Responsibility:

Drive New Business: Identify, target, and win new enterprise logos in the DACH 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 Aiven’s platform can drive better business outcomes
Solution Selling & Value Articulation: Become an expert in Aiven’s 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 Aiven’s 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 DACH enterprise market. Provide feedback to Aiven’s 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 Aiven’s high-performance sales culture and resources to deliver results and grow our presence in the region

Requirements:

5–10+ 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. President’s Club or top 10% performer)
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
Skilled in outcome-based selling
Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks
A strong understanding of the value of data and the importance of the data journey
Experience in the data and technology landscape is essential, with familiarity with open-source data infrastructure, cloud services, and developer platforms being a strong preference
Excellent communication, presentation, and negotiation skills
Fluent English and German language proficiency is strongly preferred
A self-driven, entrepreneurial approach with the discipline to thrive in a high-performance, high-growth culture
Bachelor’s degree or equivalent experience required

Nice to have:

Experience in a fast-paced startup or scale-up environment is a plus
Ongoing professional development (e.g. sales training certifications) is a plus

What we offer:

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
Inquire about our Global Time Off Commitment (Parental and Sick Leave, as well as Personal Time)
Enjoy country-specific benefits for our global cast

Additional Information:

Job Posted:
January 22, 2026

Employment Type:

Fulltime

Work Type:

Hybrid work

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