Description

In this role, you will drive growth by acquiring new enterprise customers and expanding existing accounts in the DACH region. Your day-to-day responsibilities will involve building relationships with key stakeholders, articulating the value of Aiven, and managing the sales process to exceed targets.

Requirements

• •5–10+ years in enterprise SaaS or cloud infrastructure sales
• •Ability to close complex, consultative deals
• •Skilled in outcome-based selling
• •Experience with MEDDIC/MEDDPICC or similar sales frameworks
• •Strong understanding of data value and data journey
• •Excellent communication, presentation, and negotiation skills
• •Self-driven, entrepreneurial approach
• •Bachelor’s degree or equivalent experience

Tasks

• •Identify and target new enterprise customers in the DACH region
• •Lead the full sales cycle from outreach to closing
• •Grow revenue within existing enterprise accounts
• •Uncover new use cases and upsell additional services
• •Develop strategic account and demand plans
• •Build relationships with C-suite and VP-level stakeholders
• •Challenge customers' current data infrastructure
• •Articulate the business value of Aiven’s platform
• •Maintain a strong command of Aiven’s value proposition
• •Qualify opportunities using the MEDDPICC framework
• •Forecast and execute on sales plans
• •Manage complex sales cycles with a metrics-driven approach
• •Collaborate with Marketing to generate pipeline
• •Partner with Solution Architects for technical validation
• •Incorporate customer feedback with Product and Engineering
• •Stay informed on industry trends in cloud and data infrastructure
• •Provide feedback on customer needs and competitive insights
• •Represent Aiven at regional industry events
• •Consistently meet and exceed sales quotas and KPIs

Benefits