Inside Sales Representative Job at Aiven Deutschland GmbH (Austin)

Job Responsibility

Close 10 new logos annually at $25K average ARR, delivering $300K in total ARR against your annual quota
Own the full sales cycle from initial engagement through contract signature—discovery, qualification, demo, proposal, negotiation, close
Execute 30-60 day sales cycles with discipline and urgency
Maintain 85%+ forecast accuracy at commit through evidence-based qualification and disciplined pipeline management
Monitor and prioritize trial activations, self-service usage, and consumption patterns to identify high-intent prospects ready for sales engagement
Engage self-service users demonstrating expansion signals and convert them to committed contracts
Develop expertise in reading product usage data to qualify buying intent
Execute speed-to-lead on PLG conversions
Qualify 6 opportunities per month (72 annually) using rigorous MEDDPICC framework
Generate $1.4M in qualified pipeline annually through outbound prospecting, PLG conversion, field events, and digital marketing campaign follow-up
Execute 80-100+ weekly prospecting touches across calls, emails, LinkedIn, and video messaging to secure meetings with target personas
Work marketing-sourced leads from digital campaigns, content programs, and field events with rapid follow-up and qualification discipline
Build and maintain target account lists of 75-100 ideal customer profile companies within your territory
Build relationships with Engineering Managers, Platform Leads, Senior Engineers, DevOps Managers, and Data Engineering Leads who can evaluate and approve purchases
Position Aiven's value in terms that matter to technical buyers
Challenge the status quo of customers' current data infrastructure
Conduct compelling product demonstrations that connect platform capabilities to specific customer pain points and use cases
Rigorously qualify all opportunities using the MEDDPICC framework to ensure pipeline quality and forecast accuracy
Maintain complete MEDDPICC documentation in Salesforce for every qualified opportunity
Manage opportunities with stage-appropriate evidence
Forecast based on evidence, not optimism
Become expert in Aiven's platform and open-source technologies
Articulate business value in concrete terms
Maintain Command of the Message when conveying Aiven's value proposition
Tailor messaging to buyer context
Partner with Solution Architects on technical validation for qualified opportunities requiring deeper architectural engagement
Coordinate with Marketing on campaign follow-up, event participation, and lead quality feedback
Provide product feedback based on customer conversations
Collaborate with Customer Success on smooth handoffs for closed accounts to ensure strong onboarding and adoption
Consistently meet and exceed monthly, quarterly, and annual quotas
Maintain minimum 3x pipeline coverage against quarterly targets with balanced distribution across the quarter
Take complete ownership of your territory and results

Requirements

1-3 years of success in inside sales or SDR/BDR roles with demonstrated progression and quota attainment
Proven ability to close deals independently
Track record of consistent quota attainment (90-100%+) in a high-velocity sales environment
Experience with $15K-$50K ACV deal sizes and 30-90 day sales cycles
Experience working PLG or trial conversion motions where product usage signals inform sales engagement
Ability to read and interpret product usage data to prioritize outreach and qualify buying intent
Understanding of how to add value to self-service users without being intrusive
Comfort selling to technical buyers who have already evaluated the product and formed opinions
Demonstrated ability to generate pipeline through outbound prospecting
Experience working marketing-sourced leads with rapid follow-up and disciplined qualification
Ability to maintain high activity levels (80+ weekly touches) while preserving quality and personalization
Strong research skills using LinkedIn Sales Navigator, ZoomInfo, Crunchbase, 6sense, or similar tools to identify trigger events and buying signals
Familiarity with MEDDPICC, MEDDIC, or similar qualification frameworks
Ability to document qualification evidence in CRM
Understanding of the difference between activity and progress
Familiarity with data infrastructure, cloud services, and developer tools sufficient to have credible conversations with technical buyers
Ability to learn technical concepts quickly and translate them into business value for different buyer personas
Interest in open-source technologies and the developer ecosystem
Excellent verbal communication for discovery calls, demos, and negotiations
Strong written communication for personalized outreach, follow-up emails, and proposal summaries
Ability to simplify complex technical concepts into clear value statements
Professional presence that builds credibility with technical decision-makers
Self-driven and disciplined
Competitive without being political
Coachable
Resilient
Ownership mentality
Willingness to travel 10-20% for field events, team meetings, and customer engagements as needed

What we offer

Competitive base salary + commission structure with accelerators for overachievement
Participate in Aiven's equity plan
Hybrid work policy
Get the needed equipment to set yourself up for success
Step up your career game with real employer support (use one of our learning platforms, annual learning budget, and more)
Get holistic wellbeing support through our global Employee Assistance Program
Contribute to open-source projects that you find meaningful outside of work—and get paid for it! Our Plankton program recognizes extra work to the open-source ecosystem for developers and non-developers alike
Use up to 5 days per year to volunteer for a good cause of your choice
Join one of our team member resource groups
Benefit from comprehensive health insurance options including dental and vision benefits and Life and AD&D insurance
We provide you with a health savings account with Aiven contributions, as well as short and long term disability plans
You're covered by 401(k) and Roth 401(k) retirement plans

Aiven Deutschland GmbH - All Job Offers