About the role
<p>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.&nbsp;</p> <h2><strong>The Role</strong></h2> <p>Aiven is a global technology company providing an open-source data and AI platform across all major clouds. Our platform empowers businesses to stream, store, and analyze data in multi-cloud environments with speed, security, and scalability. As an Enterprise Account Executive for the DACH region, you will drive strategic growth by acquiring new enterprise customers and expanding relationships within our existing large accounts (&gt;$500M revenue). 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.</p> <p>In this role, you will engage C-level and senior stakeholders across both technical and business functions (e.g. CTO, CIO, VP Engineering, Head of Product). 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. If you are a top-performing enterprise SaaS seller with a talent for outcome-based selling and executive engagement, and you’re excited about helping enterprises succeed with cutting-edge open-source data technologies, we want to hear from you.</p> <h2><strong>What You'll Do:</strong></h2> <ul> <li><strong>Drive New Business:</strong> Identify, target, and win new enterprise logos in the DACH region, focusing on organizations with $500M+ in revenue. Lead the full sales cycle from initial outreach and value proposition through negotiation and closing.</li> <li><strong>Expand Strategic Accounts:</strong> 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.</li> <li><strong>Executive Stakeholder Engagement:</strong> Build trusted relationships at the C-suite and VP level, as well as with leaders in development, DevOps, and product management. Challenge the status quo of customers’ current data infrastructure and inspire a vision for how Aiven’s platform can drive better business outcomes.</li> <li><strong>Solution Selling &amp; Value Articulation:</strong> Become an expert in Aiven’s platform and the open-source technologies we offer (Kafka, Pos