Tech Stack

Description

You will drive predictable revenue growth by acquiring new customers and expanding usage within high-growth technology companies. This is a high-velocity, quota-carrying hunter role with 100% self-sourced pipeline, engaging Director and VP-level stakeholders to position Aiven's open-source data platform.

Requirements

• 3-5 years of success in commercial or mid-market B2B SaaS sales.
• Proven track record of 100% self-sourced pipeline generation with consistent quota attainment of 90-100%+ against multimillion-dollar targets.
• Demonstrated ability to generate $5M-$8M in annual qualified pipeline through outbound prospecting.
• Experience closing 6-12 new logos annually with $100K-$300K ACV deal sizes and 60-160 day sales cycles.
• Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks.
• Familiarity with open-source technologies, data infrastructure, cloud services, and developer platforms.
• Experience selling into scaling technology companies ($50M-$500M revenue) across East Coast ecosystems.
• Excellent communication, presentation, and negotiation skills.
• Willingness to travel 25-35%.

Responsibilities

• Own complete pipeline generation through strategic outbound prospecting and account-based approaches.
• Drive new logo acquisition, closing 6 new enterprise customers annually at $150K average ARR.
• Execute strategic prospecting on 100-150 target accounts with 80-100+ weekly touches.
• Engage Director and VP-level stakeholders in Engineering, Platform, DevOps, and Data organizations.
• Articulate business value of Aiven's platform in terms of reduced operational overhead and cost optimization.
• Rigorously qualify opportunities using the MEDDPICC framework.
• Partner with Solution Architects on technical validation and proof-of-concept management.
• Develop and maintain 90-day rolling territory plans.
• Exceed sales quotas and KPIs with minimum 4:1 pipeline coverage ratio.