Overview
As an Enterprise Account Executive at Aiven, you will drive predictable growth by acquiring new logos and expanding usage among high-growth tech companies, focusing on UKI. You’ll manage the full sales cycle from prospecting to close, using MEDDPICC and Challenger methodologies to navigate technical and business stakeholders. The role emphasizes self-sourced pipeline, strategic prospecting, and qualification of multi-million-dollar opportunities, contributing to the global expansion of an open-source data platform.
Pay / Benefits
- equity plan
- hybrid work policy
- equipment provided
- Professional Development Plan budget
- Employee Assistance Program
- Global Time Off Commitment (Parental and Sick Leave, Personal Time)
Responsibilities
- Generate full pipeline through outbound and ABM approaches
- Qualify 4 opportunities per month using MEDDPICC
- Close 6 new enterprise customers annually at ~$150K ARR
- Develop target account lists of 100–150 companies and perform deep account research
- Engage Directors and VPs across Engineering, Platform, DevOps, and Data functions
- Articulate business value: reduce overhead, speed time-to-production, lower costs
- Maintain MEDDPICC documentation in Salesforce and forecast accurately
- Collaborate with Solution Architects, Customer Success, and Product/Engineering
- Create 90-day territory plans and monitor technographic signals for high-intent accounts
- Represent Aiven at industry events to build pipeline
- Maintain 4:1 pipeline coverage and balanced quarterly performance
Key requirements
- 3–5 years of Enterprise or mid-market B2B SaaS sales experience
- Track record of 100% self-sourced pipeline and 90–100%+ quota attainment
- Experience selling complex technical solutions to scaling technology companies
- relationship-building with Directors and VPs
- strategic prospecting and outbound discipline
- effective stakeholder management across technical and business teams
- MEDDPICC framework
- Salesforce for opportunity tracking
- LinkedIn Sales Navigator
Enterprise Account Executive (London) employer: Aiven
Aiven is an exceptional employer that fosters a high-performance culture, empowering employees to thrive in their careers while balancing work and life through a flexible hybrid work policy. With a strong commitment to professional development, employees benefit from tailored learning opportunities and holistic wellbeing support, making it an ideal environment for growth and innovation in the dynamic field of open-source technology. Located in the vibrant UKI and BeNeLux region, Aiven offers a unique chance to engage with leading enterprises and drive impactful change in data infrastructure.
