Account Executive (Existing Accounts)

Aiven, a leading open source data infrastructure company, as an Account Executive focused on existing accounts. In this role, you will be responsible for growing each account in your book, building and executing account plans, identifying cross-sell and upsell opportunities, managing renewals, and building relationships with key stakeholders. You will also represent Aiven at industry events and own new logo opportunities in the UKI territory.

Responsibilities

• Gérer et développer un portefeuille de clients existants en augmentant leur utilisation et leurs engagements.
• Élaborer et exécuter un plan de compte pour chaque compte prioritaire, en identifiant les opportunités d'expansion.
• Collaborer avec les équipes techniques pour valider les solutions et assurer la satisfaction du client.
• Clear communication in English, written and spoken
• High agency: a record of owning accounts end-to-end and solving hard problems without waiting for a blueprint
• A structured approach to account planning and multi-threading
• Experience co-selling with cloud providers and partners

Requirements

• Experience selling to technical users and to executive buyers, and adjusting your message for each
• 5+ years of experience owning a book of existing customers in enterprise B2B software, with a record of retaining and growing ARR, managing renewals and churn risk, and negotiating contracts
• Daily, hands-on use of AI tools in your sales workflow, with examples of work you have redesigned or cut as a result

Preferred

Experience selling open source based data technology

• Comfort with usage-based or consumption pricing, and with using usage data to spot risk and opportunity
• Experience running customer advocacy: references, case studies, event speakers

Benefits

• The position offers a range of benefits, including stock options, a learning budget, flexible working hours, private health and dental care, and a collaborative work environment.