Tech Stack

Description

As an Enterprise Account Executive at Aiven, you will drive strategic growth in the Nordic region by acquiring new enterprise logos and expanding relationships within large accounts ($500M+ revenue). You will leverage MEDDPICC and Challenger sales methodologies to manage complex sales cycles, engaging C-level and senior stakeholders to help them succeed with open-source data technologies.

Requirements

• 5–10+ years of success in enterprise SaaS or cloud infrastructure sales, with proven overachievement against multimillion-dollar targets.
• Demonstrated ability to close complex, consultative deals with long sales cycles and multiple stakeholders.
• Skilled in outcome-based selling and comfortable using Challenger Sales methodology.
• Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks.
• Strong understanding of data and technology landscape; familiarity with open-source data infrastructure, cloud services, and developer platforms preferred.
• Excellent communication, presentation, and negotiation skills; fluent Swedish required.
• Self-driven, entrepreneurial mindset with ability to thrive in a high-growth culture.
• Bachelor’s degree or equivalent experience required.

Responsibilities

• Drive new business by identifying, targeting, and winning new enterprise logos in the Nordic region, focusing on organizations with $500M+ revenue.
• Expand strategic accounts by uncovering new use cases, upselling additional Aiven services, and increasing commitments beyond baseline usage.
• Engage C-level and VP-level stakeholders, challenging their current data infrastructure and inspiring a vision for Aiven’s platform.
• Become an expert in Aiven’s platform and open-source technologies, articulating business value in terms of agility, cost efficiency, and time-to-market improvements.
• Rigorously qualify opportunities using the MEDDPICC framework and accurately forecast quarterly and annual sales plans.
• Collaborate cross-functionally with Marketing, Solution Architects, Product, and Engineering teams.
• Stay informed on industry trends in cloud, data infrastructure, and the Nordic enterprise market; provide customer and competitive feedback.
• Consistently meet and exceed sales quotas and KPIs.