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.
The Role:
As an Inside Sales Representative (ISR), you will drive predictable, repeatable revenue growth by acquiring new customers and expanding usage within rapidly scaling technology companies generating 1M-100M in annual revenue, focusing on high-velocity, high-volume transactions. This segment represents the critical scaling phase where companies are professionalizing their data infrastructure, moving from tactical solutions to strategic platforms.
This is a high-velocity, quota-carrying role focused on new logo acquisition and baseline usage expansion across a defined EMEA territory, including the Nordics, by targeting scaling technology companies across Digital Natives, AI scale ups, Fintech, B2B SaaS, Digital Commerce, and Industrial Tech sectors. There are clear success metrics: 10 closed new logos annually with an average deal size of 30K ARR, while generating 1.2M in qualified pipeline per fiscal year. This is a hunter role focused on high-volume, full-cycle sales, with a primary focus on hunting for new logos in our PLG inbound engine and supplementing these with self-sourced and sourcing from scale up events.
You will engage Scale Up C-Level, Director and VP-level stakeholders across technical and business functions (VP Engineering, Director of Platform, Head of DevOps, Director of Data Engineering), positioning Aiven as the strategic open-source data platform that enables their next phase of growth. You'll leverage proven sales methodologies—MEDDPICC qualification, Challenger Sales, and Command of the Message—to manage efficient sales cycles from discovery to close, typically 60-90 days.
What You'll Do:
Own Complete Pipeline Generation:
- Generate 100% of your pipeline through hunting for new logos in our PLG inbound engine and supplementing these with self-sourced and sourcing from scale up events.
- Qualify 4-6 opportunities per month (average size of 30K ARR) using rigorous MEDDPICC framework.
- Generate 1.2M in qualified pipeline annually through disciplined territory management and multi-channel prospecting.
Drive New Logo Acquisition:
- Close 10 new customers annually at $30K average ARR in your assigned EMEA territory, focusing on high-growth technology companies across Digital Natives, AI scale ups, Fintech, B2B SaaS, Digital Commerce, and Industrial Tech sectors
- Lead the full sales cycle from initial prospecting and discovery through technical validation, negotiation, and closing.
Execute Strategic Prospecting:
- Develop and maintain target account lists of 100-150 ideal customer profile companies.
- Conduct deep account research using LinkedIn Sales Navigator, ZoomInfo, Crunchbase, and 6sense to identify trigger events and buying signals.
- Execute 80-100+ weekly prospecting touches across calls, emails, LinkedIn, and video messaging to secure first meetings with target personas.
Director & VP-Level Stakeholder Engagement:
- Build trusted relationships with Directors and VPs in Engineering, Platform, DevOps, and Data organizations.
- Challenge the status quo of customers' current data infrastructure (DIY Kafka, cloud vendor lock-in, operational overhead) and inspire a vision for how Aiven's platform drives better business outcomes.
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 business value in terms of reduced operational overhead (40-60%), faster time-to-production (3-5x), and infrastructure cost optimization (30-50%).
- Maintain strong Command of the Message when conveying Aiven's value proposition and differentiation.
MEDDPICC Sales Process:
- Rigorously qualify all opportunities using the MEDDPICC framework to ensure high-quality pipeline.
- Maintain complete MEDDPICC documentation in Salesforce for every qualified opportunity.
- Accurately forecast with 85%+ commit accuracy and execute on quarterly sales plans.
- Manage high-velocity sales cycles of typically 60-90 days.
Cross-Functional Collaboration:
- Partner closely with Solution Architects on technical validation and proof-of-concept management for qualified opportunities.
- Work with Customer Success to ensure seamless onboarding and adoption.
- Collaborate with Product and Engineering to incorporate customer feedback and align on roadmap priorities for strategic opportunities.
Territory Planning & Market Insight:
- Develop and maintain 90-day rolling territory plans with clear account prioritization and pipeline generation goals.
- Monitor technographic signals, funding events, and technology adoption patterns to identify high-intent accounts.
- Represent Aiven at regional industry events and conferences to build network and generate pipeline.
Exceed Targets:
- Consistently meet and exceed your sales quotas and KPIs.
- Take full ownership of your territory and accounts, maintaining minimum 4:1 pipeline coverage ratio and balanced quarterly performance to deliver results.
What We’re Looking For:
Commercial Sales Excellence:
- 2-4 years of success in high-velocity B2B SaaS sales, specializing in technical solutions for <100M ARR companies.
- Proven track record of self-sourced pipeline generation with consistent quota attainment of 90-100%+ against high-volume, lower-ACV targets.
Self-Sufficient Hunter:
- Demonstrated ability to generate 1M-2M in annual qualified pipeline through outbound prospecting across multiple channels without SDR support.
- Experience closing 10-15 new logos annually with 25K-$50K ACV deal sizes and 60-90 day sales cycles.
- Strong prospecting skills with ability to maintain 100+ weekly touches and convert outreach to meetings at 10-15% rates.
Outcome-Focused Challenger:
- Skilled in outcome-based selling—you focus on customers' business objectives and pains, and tailor solutions to deliver measurable value.
- Comfortable challenging customers' thinking (in a professional, insightful manner) to guide them toward better solutions, in line with the Challenger Sales methodology.
MEDDPICC & Methodology Mastery:
- Hands-on experience with MEDDIC/MEDDPICC or similar sales frameworks, adept at using structured qualification in your sales process.
- Able to maintain Command of the Message, communicating value and differentiation clearly at every stage of the sales cycle.
- Track record of 85%+ forecast accuracy based on evidence-based qualification.
Domain & Technical Acumen:
- Familiarity with open-source technologies, data infrastructure, cloud services, and developer platforms (e.g., Apache Kafka, databases, analytics, streaming platforms).
- You can credibly discuss technical concepts and align them with business outcomes, bridging conversations between engineering teams and business leaders.
Target Market Expertise:
- Experience selling into rapidly scaling technology companies (1M-50M revenue) across EMEA markets**, with particular focus on the Nordics,** focusing on digital natives, software, and early-stage tech adoption.
- Understanding of venture capital funding dynamics and how funding events create buying windows.
Executive Presence & Communication:
- Excellent communication, presentation, and negotiation skills.
- Able to engage in consultative discussions with Director and VP-level executives and simplify complex ideas into compelling narratives.
- Strong written communication for crafting compelling, personalized outreach that generates meetings.
High-Performance Mindset:
- A self-driven, entrepreneurial approach with discipline to thrive in a high-performance, high-growth culture.
- You take complete ownership of your results and collaborate well within a global team. Experience in a fast-paced startup or scale-up environment is a plus.
- Comfortable with ambiguity and autonomy inherent in self-sourced pipeline roles.
Geography & Work Style:
- Willingness to travel < 15% for internal team meetings or regional events.
- Comfortable in office model and self-disciplined in remote environment when appropriate.
Amazing! What’s next:
If you think Aiven is the place for you and that our Values align with yours, send us your resume and we’ll get in touch!
Global benefits:
Our global benefits are designed to help you thrive and grow, personally and professionally:
- Participate in Aiven’s equity plan.
- Balance work and life with our hybrid work policy.
- Choose the equipment you need to set yourself up for success.
- Use your Professional Development Plan budget for learning opportunities.
- Receive holistic wellbeing support through our global Employee Assistance Program.
- Inquire about our Global Time Off Commitment (Parental and Sick Leave, as well as Personal Time).
- Enjoy country-specific benefits for our global cast in Cork.
How to Recognize and Avoid Employment Scams:
There has been a rise in fake job postings used by scammers to get personal information. At Aiven, all of our emails relating to recruitment come from an @aiven.io, @greenhouse.io or @eu.greenhouse.io domain and all of our interviews are conducted by video call or in person. Our interviews will never occur via text or chat. If you’re unsure of the legitimacy of a job opportunity/offer pertaining to Aiven, please don’t hesitate to reach out to us at [email protected].
Equal Opportunities:
Aiven provides equal employment opportunities to all qualified employees and applicants for employment without regard to age, gender identity, national or ethnic origin, religion, sexual orientation, physical and mental ability, marital and family status or without regard to any other similar personal attributes. Aiven complies with applicable local laws governing non-discrimination in employment in every location in which the company operates.
At Aiven we are committed to providing reasonable accommodations for qualified individuals with disabilities or special needs in our working environment and job application procedures. If you have any questions before applying please write to us at [email protected].