Technical Account Manager, Salesforce in Moffat

About AivenAiven is the open source based data platform that builders trust to run PostgreSQL, Apache Kafka, ClickHouse, OpenSearch, Valkey and more in production, on any cloud. Builders ship faster. Their companies run on data that stays available, secure and under control.The roleYou own the commercial relationship with a book of existing Aiven customers across the UK & Ireland, worth more than $4m in ARR. You spot risk early, and find the next use case before the customer asks for it. You also open new doors: cold and warm outreach into accounts that look like your best customers, from first conversation through close.You lead with AI from the front. Agents do the research, monitoring and first drafts; Every customer we serve is building AI, and AI depends on the data platform underneath it. Our open source based platform means no lock-in, so builders ship faster and our customers move with more innovation velocity. You sit at the centre of that, working with customers from Fintech and AI innovators through to Utilities whose AI ambitions depend on us.What you will doOwn the strategic partnershipGrow each account in your book beyond its current baseline in usage and commitments. Build and run an account plan for every priority account, with clear goals, stakeholders, risks and expansion opportunities across the Aiven platform.Partner with Solutions Architects and Technical Account Managers on technical validation, and bring in Product Engineering, Aiven leadership and executives where a customer needs senior backing.Retain and grow ARRSpot contraction and churn risk early, using usage and sentiment signals surfaced by agents, then act on them before the customer does. Build a protection plan for each risk with the Aiven customer team.Know the commercial position, the decision makers and the competing options well before the renewal date. Lead commercial and contract negotiation through to signature.Build relationships at every levelBuild relationships with the builders who use the Aiven platform day to day (engineering, platform and product leads) and the teams who consume the services it delivers.Build relationships with executives, budget holders and senior IT decision makers.Turn happy customers into proofUse your relationships to build positive sentiment, then work with Marketing to turn it into events, webinars, case studies and references matched to the right prospect.Open new doorsOwn new logo opportunities in the UKI territory, from prospecting through close, using cold and warm outreach.Run the book AI-nativeOwn how your work gets done: decide which tasks you do, which agents do and which stop entirely. Run account research, risk and usage monitoring, outreach drafting and forecasting through agents. Keep Salesforce accurate so the forecast, and the agents reading it, reflect reality.What you bring5+ years of experience owning a book of existing customers in enterprise B2B software, with a record of retaining and growing ARR, managing renewals and churn risk, and negotiating contracts.Experience selling to technical users and to executive buyers, and adjusting your message for each.A structured approach to account planning and multi-threading.Clear communication in English, written and spoken.Daily, hands-on use of AI tools in your sales workflow, with examples of work you have redesigned or cut as a result.High agency: a record of owning accounts end-to-end and solving hard problems without waiting for a blueprint.Comfort with usage-based or consumption pricing, and with using usage data to spot risk and opportunity.Experience selling open source based data technology.How we measure successQuota attainment, net revenue retention and gross revenue retention for your book, against target.Churn and contraction risks flagged early, each with a documented protection plan.Executive and budget holder coverage across priority accounts.Pipeline creation, deal progression and on-time opportunity booking.Forecast accuracy and CRM hygiene.Field Sales EMEA South.Customers: Fintech and AI innovators through to Utilities.Reports to: EMEA South Sales Director.Solutions Architects, Technical Account Managers, Support, Product Engineering, Marketing, Sales Development and Aiven leadership.Hybrid working, with regular time together in the London hub for planning and deal reviews, and travel to customers as needed. Aiven complies with applicable local laws governing non-discrimination in employment in every location in which the company operates. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, transfer, leaves of absence, compensation, training and any other terms and conditions related to employment.At Aiven, we are committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in our working environment and job application procedures. We make all reasonable accommodations for persons with disabilities or who otherwise need support to thrive in the workplace.