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 segment represents the critical scaling phase where companies are professionalizing their data infrastructure, moving from tactical solutions to strategic platforms. This is a high-velocity, quota-carrying role focused on new logo acquisition and baseline usage expansion across North America by targeting 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 generation—there is no SDR support.

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-sized $100K-$200K ARR, 1 large-sized $200K-$400K ARR) using rigorous MEDDPICC framework.
Drive New Logo Acquisition: Close 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.
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.
Director & VP-Level Stakeholder Engagement: Build trusted relationships with Directors and VPs in Engineering, Platform, DevOps, and Data organizations.
Solution Selling & Value Articulation: Become an expert in Aiven's platform and the open-source technologies we offer (Kafka, PostgreSQL, OpenSearch, ClickHouse and more).
Maintain strong Command of the Message: when conveying Aiven's value proposition and differentiation.
MEDDPICC Sales Process: Rigorously qualify all opportunities using the MEDDPICC framework to ensure high-quality pipeline.
Cross-Functional Collaboration: Partner closely with Solution Architects on technical validation and proof-of-concept management for qualified opportunities.
Territory Planning & Market Insight: Develop and maintain 90-day rolling territory plans with clear account prioritization and pipeline generation goals.
Exceed Targets: Consistently meet and exceed your sales quotas and KPIs.

What We're Looking For:

Commercial Sales Excellence: 3-5 years of success in commercial or mid-market B2B SaaS sales, selling complex technical solutions to scaling technology companies.
Self-Sufficient Hunter: Demonstrated ability to generate $5M-$8M in annual qualified pipeline through outbound prospecting across multiple channels without SDR support.
Outcome-Focused Challenger: Skilled in outcome-based selling—you focus on customers' business objectives and pains, and tailor solutions to deliver measurable value.
MEDDPICC & Methodology Mastery: Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks.
Domain & Technical Acumen: Familiarity with open-source technologies, data infrastructure, cloud services, and developer platforms.
Target Market Expertise: Experience selling into scaling technology companies ($50M-$500M revenue) across East Coast ecosystems.
Executive Presence & Communication: Excellent communication, presentation, and negotiation skills.
High-Performance Mindset: A self-driven, entrepreneurial approach with discipline to thrive in a high-performance, high-growth culture.
Geography & Work Style: Willingness to travel 25-35% for customer meetings and events.

Amazing! What’s next:

If you think Aiven is the place for you and that our Values align with yours, send us your resume and we’ll get in touch!

Global Benefits:

Our global benefits are designed to help you thrive and grow, personally and professionally: 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.

How to Recognize and Avoid Employment Scams:

There has been a rise in fake job postings used by scammers to get personal information. At Aiven, all of our emails relating to recruitment come from an @aiven.io, @greenhouse.io or @eu.greenhouse.io domain and all of our interviews are conducted by video call or in person. Our interviews will never occur via text or chat. If you’re unsure of the legitimacy of a job opportunity/offer pertaining to Aiven, please don’t hesitate to reach out to us at recruitment@aiven.io.

Equal Opportunities:

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 without regard to any other similar personal attributes.