Sales Director

Aiven•Austin, TX

About The Position

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 become the trusted Data & AI Platform for everyone, leveraging the most popular open-source technologies like Apache Kafka®, Aiven for PostgreSQL®, Aiven for Clickhouse®, and Aiven for OpenSearch®. to help companies accelerate time-to-market, drive efficiency, and build innovative solutions across any cloud. About this Team: Our Customer Growth 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 sales, pre-sales, and post-sales teams we are growing fast. 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 Crabby Principles: Aiveners use the V2MOM framework to set and align on business goals. In order to achieve those business goals we live by our ‘Crabby Principles’ which unite us in our ways of working, globally. These principles are embedded in our business processes and support us in collaborating and role modelling positive and productive behaviours in our daily work, something you will have the opportunity to demonstrate throughout your interview journey with us. The Role: Our Sales Director, Americas, 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.

Requirements

10+ years of enterprise-class software sales experience; selling complex solutions to the top 15% of revenue-contributing customers
Proven, frontline sales leadership experience and success in having built a successful and enduring sales team, with track record of coaching and developing direct reports
Ability to craft a strategic vision and manage a wide range of issues, while driving practical decisions
Work at speed and engender pace in others
Passion for gross margin and business profitability as they are about revenue growth
Ability to manage controversial situations, customer negotiations, and/or influence executives
Positive and proactive style
Metrics- and results-driven
Bright, dynamic, with superior verbal and written communication skills
High level of personal and professional integrity

Responsibilities

Collaborate extensively with the VP Sales, Americas, 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 means of increasing sales productivity.
Be the company’s link to major customers, alliance 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.

Benefits

Participate in Aiven’s equity plan.
With Aiven locations spanning the globe, we want all of our crabs to find the right balance with our hybrid work policy.
Get the equipment you need to set yourself up for success.
Step up your career game with real employer support (use one of our learning platforms, annual learning budget, and more).
Get holistic wellbeing support through our global Employee Assistance Program.
Contribute to open-source projects that you find meaningful outside of work - and get paid for it!
Our Plankton program recognizes extra work to the open source ecosystem for developers and non-developers alike.
Use up to 5 days per year to volunteer for a good cause of your choice.
Join one of our team member resource groups - empower yourself and others in missions that resonate with you.
Your wellbeing matters: we’ve got your wellbeing covered with private medical & dental health insurance, as well as a childbirth cash benefit.
Need insurance? We’ve got you covered - benefit from our: Employer's liability insurance, Personal Accident, Illness & Travel Insurance, Group Life Assurance, Office Insurance, Group Income Protection and Business & Leisure Travel Accident Insurance.
Looking after your future: benefit from our provided Pension Plan.