Commercial Account Executive

Commercial Account Executive

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 generationthere 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 methodologiesMEDDPICC qualification, Challenger Sales, and Command of the Messageto manage efficient sales cycles from discovery to close, typically 30-120 days.

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.
• 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 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.
• Conduct deep account research using LinkedIn Sales Navigator, ZoomInfo, 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 organizations.
• 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 optimization (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 30-90 day sales cycles with disciplined, metrics-driven approach to qualification and closing deals.

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 prioritization 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.

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.
• 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).

Self-Sufficient Hunter:

• Demonstrated ability to generate $5M-$8M in annual qualified pipeline through outbound prospecting across multiple channels without SDR support.
• Experience closing 6-12 new logos annually with $100K-$300K ACV deal sizes and 60-160 day sales cycles.
• Strong prospecting skills with ability to maintain 50+ weekly touches and convert outreach to meetings at 10-15% rates.

Outcome-Focused Challenger:

• Skilled in outcome-based sellingyou focus on customers' business objectives and pains, and tailor solutions to deliver measurable value.
• Comfortable challenging customers' thinking (in a professional, insightful manner) to guide them toward better solutions, in line with the Challenger Sales methodology.

MEDDPICC & Methodology Mastery:

• Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks, adept at using structured qualification in your sales process.
• Able to maintain Command of the Message, communicating value and differentiation clearly at every stage of the sales cycle.
• Track record of 85%+ forecast accuracy based on evidence-based qualification.

Domain & Technical Acumen:

• Familiarity with open-source technologies, data infrastructure, cloud services, and developer platforms (e.g., Apache Kafka, databases, analytics, streaming platforms).
• You can credibly discuss technical concepts and align them with business outcomes, bridging conversations between engineering teams and business leaders.

Target Market Expertise:

• Experience selling into scaling technology companies ($50M-$500M revenue) across East Coast ecosystems, particularly Fintech (NY, MA, GA), B2B SaaS (NY, MA, VA), Digital Commerce (FL, NJ, NC), AdTech/MarTech (NY, NJ, CT), and Industrial Tech (NJ, PA, MD).
• Understanding of venture capital funding dynamics and how funding events create buying windows.

Executive Presence & Communication:

• Excellent communication, presentation, and negotiation skills.
• Able to engage in consultative discussions with Director and VP-level executives and simplify complex ideas into compelling narratives.
• Strong written communication for crafting compelling, personalized outreach that generates meetings.

High-Performance Mindset:

• A self-driven, entrepreneurial approach