Enterprise Account Executive, Aiven
+ Equity plan
AI-ready open source data platform
Be an early applicant
AI-ready open source data platform
201-500 employees
Be an early applicant
+ Equity plan
201-500 employees
Company mission
To help customers create outcomes and accelerate building applications.
Role
Who you are
- 3–5 years of success in Enterprise or mid-market B2B SaaS sales, selling complex technical solutions to scaling technology companies
- 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)
What the job involves
- 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 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
- 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
Application process
- 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!
Our take
The cloud infrastructure sector is booming as more businesses rely on open-source technologies to run their operations at scale. In this fast-growing space, Finnish company Aiven has carved out a strong reputation since founding in 2016. The company provides fully managed cloud services, helping organizations to use open-source tools without the hassle of managing the technical details.
The company works with a wide range of clients around the world, offering services that cover everything from databases to messaging systems and analytics tools. So, Aiven is helping businesses streamline their cloud operations and focus on growth instead of infrastructure headaches. I doing so, it makes complex technology accessible, reliable and scalable for teams of all sizes.
In 2025, Aiven announced it had surpassed $100 million in annual recurring revenue, a signal of its growing impact in the cloud space. To support its next phase of growth, the company is opening a hub in Cork, Ireland, creating a bunch of new jobs over three years. This expansion puts AIven in a prime position to scale internationally and bring its managed open-source solutions to more companies.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
May 2022
$210m
SERIES D
Oct 2021
$60m
SERIES C
Total funding: $420m
Company 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
Company HQ
Kamppi, Helsinki
Leadership
Oskari Saarenmaa
(Co-Founder & CEO)Senior Software Engineer and Software Architect for F-Secure Corporation from 2002 to 2011. CEO and Software Architect of Ohmu from 2010 to 2016.
Heikki Nousiainen
(Co-Founder)Experience as Information Security Specialist for TietoEnator. Lead Software Architect for F-Secure Corporation from 2008 to 2015.
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