At a Glance
- Tasks: Drive revenue growth by acquiring new customers in high-growth tech companies.
- Company: Join a leading tech firm focused on innovative data solutions.
- Benefits: Enjoy stock options, flexible hours, and a personal learning budget.
- Other info: Collaborative workspace with free snacks and a focus on work-life balance.
- Why this job: Make an impact in the tech industry while developing your sales skills.
- Qualifications: 3-5 years in B2B SaaS sales with a proven track record.
The predicted salary is between 56700 - 69300 £ per year.
As an Enterprise Account Executive, you will drive predictable, repeatable revenue growth by acquiring new customers and expanding usage within high-growth technology companies generating $100M–$1B 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 EMEA, targeting scaling technology companies across Fintech, B2B SaaS, Digital Commerce, and Industrial Tech sectors.
Clear success metrics include:
- A minimum of 6 closed new logos annually with an average deal size of $150K ARR
- 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. You will engage Director and VP-level stakeholders across technical and business functions (VP Engineering, Director of Platform, Head of DevOps, Director of Data Engineering), positioning Aiven as the strategic open-source data platform that enables their next phase of growth.
You’ll leverage proven sales methodologies — MEDDPICC qualification, Challenger Sales, and Command of the Message — to manage efficient sales cycles from discovery to close, typically 30–120 days.
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. Generate $6.6M in qualified pipeline annually through disciplined territory management and multi-channel prospecting.
Drive New Logo Acquisition: Close 6 new enterprise customers annually at $150K average ARR in your UKI, 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. Conduct deep account research using LinkedIn Sales Navigator, Clay, Onfire, Crunchbase, and 6sense to identify trigger events and buying signals. Execute 80–100+ weekly prospecting touches across calls, emails, LinkedIn, and video messaging to secure first meetings with target personas.
Director & VP-Level Stakeholder Engagement: Build trusted relationships with Directors and VPs in Engineering, Platform, DevOps, and Data organisations. Challenge the status quo of customers’ current data infrastructure (DIY Kafka, cloud vendor lock-in, operational overhead) and inspire a vision for how Aiven’s platform drives 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 business value in terms of reduced operational overhead (40–60%), faster time-to-production (3–5x), and infrastructure cost optimisation (30–50%). 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. Maintain complete MEDDPICC documentation in Salesforce for every qualified opportunity. Accurately forecast with 85%+ commit accuracy and execute on quarterly sales plans. Manage 90-180 day sales cycles with a disciplined, metrics-driven approach to qualification and closing.
Cross-Functional Collaboration: Partner closely with Solution Architects on technical validation and proof-of-concept management for qualified opportunities. Work with Customer Success to ensure seamless onboarding and adoption. Collaborate with Product and Engineering to incorporate customer feedback and align on roadmap priorities for strategic opportunities.
Territory Planning & Market Insight: Develop and maintain 90-day rolling territory plans with clear account prioritisation and pipeline generation goals. Monitor technographic signals, funding events, and technology adoption patterns to identify high-intent accounts. Represent Aiven at regional industry events and conferences to build network and generate pipeline.
Exceed Targets: Consistently meet and exceed your sales quotas and KPIs. Take full ownership of your territory and accounts, maintaining minimum 4:1 pipeline coverage ratio and balanced quarterly performance to deliver results.
Benefits:
- Stocks: Stock options for permanent employees
- Learning & growth: Get ahead with an individual learning budget, access to a web learning platform, coaching, and the ever-growing Aiven library
- Work/life balance: Flexible, regular working hours, and hybrid work friendly
- Health care: Private health and dental care
- Work equipment: The tools you need to do your job
- Cool, collaborative work spaces: with free drinks, treats and fruit
Proven track record of 100% self-sourced pipeline generation with consistent quota attainment of 90–100%+ against multimillion-dollar targets (e.g., President’s Club or top 20% performer). 3–5 years of success in Enterprise or mid-market B2B SaaS sales, selling complex technical solutions to scaling technology companies.
Enterprise Account Executive employer: Aiven
Aiven is an exceptional employer that fosters a dynamic and inclusive work culture, offering employees the chance to thrive both personally and professionally. With a strong focus on employee growth through professional development budgets and a hybrid work policy, Aiven ensures that its team members are equipped with the tools they need for success. Located in a vibrant tech hub, Aiven provides unique opportunities to engage with cutting-edge open source technologies while contributing to meaningful projects in data infrastructure and AI.
StudySmarter Expert Advice🤫
We think this is how you could land Enterprise Account Executive
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Enterprise Account Executive at Aiven, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Aiven. Tailor your message to explain why you’re drawn to them and how you can contribute as a Enterprise Account Executive. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Enterprise Account Executive
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Aiven:When writing your cover letter, make sure to tailor your message specifically for Aiven. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Aiven
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Aiven that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Aiven that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Aiven’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
