Sales Director, East

Open source is our beating heart and it’s something that fuels our work and our culture. It’s where we began. It’s where we’ll always be. Our vision is to become the trusted open-source data platform for everyone. We are a Cast of over 400 individuals (‘Crabs’) located across the globe. Why Crabs? Because we believe in thinking sideways.

Our Sales team plays a crucial role in our growth and profitability. We want to be the trusted data source data platform for everyone – which, let’s face it, is an ambitious target. But thanks to our dedicated commercial OR GTM teams we are growing fast.

Our sales team works directly with customers as well as with channel partners. We look for courageous people ready to revolutionize the way businesses operate and are not afraid to challenge our customers' current ways of working. Showcasing the transformative power of Aiven's open-source managed data services is essential.

To join our Cast, you will need to be goal-oriented, with excellent negotiation skills and broader communication abilities. Plus, you will need to be adept (like a true Crab) at venturing into all the hidden crevices and corners that could lead to more sales.

Who we are:

So, how do we become the trusted open-source data platform for everyone? By listening closely to our customers and taking action to ensure they achieve their business goals. You see, the software we create is merely a means of delivering value. Our thinking is customer-first. That’s why our customers are at the front and center of all we do. And in the spirit of sideways thinking, we’re by their side as well. Actively helping them solve their challenges. Collaborating. Sharing. And innovating. In other words, it really isn’t just about who we are. It’s about who our customers are – and where they want to be.

Our values:

We want individuals who can embody our values of ownership, courage, and openness.

What does that mean in practice?

We take ownership of the problems we solve. What we do is about improving life for our customers, enabling them to meet their goals. So, we own our decisions and mistakes. Sometimes that takes courage. But we don’t falter – we take on challenges with confidence. And right at our heart is openness. We’re always open to new ideas – from wherever and whoever they come.

The role:

Our Sales Director, East, will lead teams of Account Executives who are responsible for selling Aiven’s PaaS to senior-level executives and key IT decision makers. This requires the ability to think strategically about the business and to hire, coach, and mentor sales professionals to the highest levels of excellence and operational expertise to build and scale the revenue engine.

This role will be responsible for challenging customers’ current way of working, demonstrating how Aiven’s open-source managed data services effectively and efficiently allow software development teams to drastically improve time-to-market, while keeping costs in line with budget expectations.

The successful candidate must develop a sound understanding of the Aiven solution, market, and political landscape, as well as the partner ecosystem in their region.

What you'll do:

• Collaborate extensively with the RVP Sales to determine and agree on a coherent go-to-market plan based on an Outcome-Based Sales Methodology.
• Quickly understand the value offered by Aiven’s platform to potential customers.
• Accelerate growth and profitability through highly disciplined sales programs.
• Aggressively build and grow the proportion of revenues derived from new sales.
• Expand revenue from existing customers by effectively serving those customers through a thoughtful account management strategy.
• Build, educate and retain a world-class sales organization by instilling a culture of learning and professional development across the team.
• Set and track specific sales metrics for individual team members and the different sales teams.
• Drive automation of the sales process as a means of increasing sales productivity.
• Be the company’s link to major customers, alliance and OEM partners and other stakeholders.
• Understand the different needs of various markets in the eastern region.
• Take direct and hands-on responsibility for the delivery of revenue and profit targets.

What we're looking for: 

Don’t worry if your experience doesn’t line up perfectly – we still encourage you to apply! We believe in investing in our crabs’ professional growth.

• 10+ years of enterprise-class software sales experience; selling complex solutions to the top 15% of revenue-contributing customers.
• 4+ years of proven leadership experience and success in having built a successful and end