sales
Posted May 6Enterprise Account Executive
at Aiven
Berlin, GermanyOn-site
Responsibilities
- Lead the full sales cycle from initial outreach and value proposition through negotiation and closing.
- Expand Strategic Accounts: Grow revenue within existing enterprise customers by uncovering new use cases, upselling additional Aiven services, and increasing commitments beyond baseline usage.
- Develop strategic account and demand plans to maximize value for both the client and Aiven.
- Maintain a strong Command of the Message when conveying Aiven’s value proposition and differentiation.
- Manage complex sales cycles with a disciplined, metrics-driven approach to qualification, value demonstration, and closing deals.
- Represent Aiven at regional industry events and conferences to build brand awareness as needed.
Requirements
- This is a high-impact, quota-carrying role focused on new logo acquisition, growing usage over baseline, and increasing customer commitments in one of Aiven’s most important markets.
- You’ll leverage Aiven’s proven sales methodologies – MEDDPICC qualification, the Challenger Sales approach, and Command of the Message – to manage complex sales cycles from prospecting to close.
- 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 the business value of our multi-cloud data and AI platform in terms of agility, cost efficiency, and time-to-market improvements.
- Provide feedback to Aiven’s product and leadership teams on customer needs and competitive insights.
- Strategic Deal Maker: Demonstrated ability to close complex, consultative deals with long sales cycles and multiple stakeholders.
- Experience engaging senior technical (CTO, VP Engineering, Architects) and business leaders, with an emphasis on solving strategic challenges rather than just pushing products.
- MEDDPICC & Methodology Mastery: Hands-on
- experience with MEDDIC/MEDDPICC or similar sales frameworks, and adept at using structured qualification in your sales process.
- Domain & Technical Acumen: A strong understanding of the value of data and the importance of the data journey in delivering tangible business value to organisations.